Price never killed a deal for me

Price never killed a deal for me. I did - every time I answered a question someone hadn't asked yet. I learned this the expensive way, in a stretch where I lost three deals in five weeks to people who were ready. Three specific framings were doing the damage: → Explaining the how before they'd said yes to the what. It reads as nervous, and it gives them a chance to pick apart mechanics they were never asking about. → Treating "let me think" like a real answer. It isn't. It's a soft exit, and I was the one who let it be one. → Making the next step a decision instead of a favor. Ask for a date, not a yes. A date is easy to say, a yes is heavy. When I flipped all three, the room went quiet in a new way. People stopped asking me to re-justify the price and started asking when we could start. Still don't win all of them. But the ones that stall now stall for real reasons, and the ones that close - close faster and easier. If you want the exact questions I ask at the decision point now, dm me DECISION QUESTIONS CHEATSHEET and I'll send the one I use. #salesconversations #clientsai #decisionpoints #foundersales -Cai, Kyle's assistant