It might just be possible that the problem with closing sales is not all about how good or bad you are at selling …

In my recent Models Method Sales Masterclass, I opened up the idea that a lot of lost sales may well be more to do with your prospects’ false assumptions than they are to do with your message.

Let me give an example …

I speak at a lot of conferences, and when I get off stage, I have a lot of conversations with people about their false assumptions.  They come up to me and tell me how THEY’VE TRIED EVERYTHING AND NOTHING SEEMS TO WORK FOR THEM!

Let me unpack that another way.

What they’re really saying is “I don’t think this will work, but I’d love it if you could prove me wrong because I need something to work”

Your prospects’ false assumptions are their protection against disappointment – their shield!

It could also be that they’re missing the one key insight needed to unlock that false assumption.

So, here’s the point of this post.  Your deepest and most valuable insights should not be designed to explain how good you are or how smart your idea is.

Your deepest and most valuable insights should be designed to SAFELY collapse their false assumptions.  They should collapse their current paradigm and replace it with a new paradigm that makes them safe.

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