Most reps wait until the end to drop a big finding like a cracked heat exchanger — but by then, it’s too late. The buyer is in defense mode, objections are loaded, and trust evaporates.In this episode, we break down how to present major findings like heat exchangers in a way that builds certainty, not fear. Join me, Jason, and Bill as we unpack the psychology of belief stacking, timing, and identity-based sales conversations that lead the buyer to the truth — before you even say the words.What You’ll Learn in This EpisodeWhy “leading with evidence” often backfires when selling safety concernsThe psychology behind premature resistance — and how to sidestep itHow to frame and pace the discovery conversation to reduce fear and increase ownershipWhy sales is about identity, not information — especially in technical salesA new way to think about cracked heat exchangers (and similar high-stakes findings)Resources & Links📚 Book Recommendation: Start With Why by Simon Sinek — for framing belief before information🧠 Join our D2D Sales Movement and transform how you lead buyers to decisions: https://door2doorinstitute.com/Let’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow🎥 YouTube Channel: https://www.youtube.com/@Closeitnowsales/videosFinal ThoughtIf you’ve ever felt awkward delivering a major finding — especially something safety-related — this episode gives you the psychological edge to do it with integrity and impact.⭐️ Love the show? Leave us a review here — it means the world and helps others find the movement.

Ver todos los episodios