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 Episode

• Why “leading with evidence” often backfires when selling safety concerns
• The psychology behind premature resistance — and how to sidestep it
• How to frame and pace the discovery conversation to reduce fear and increase ownership
• Why sales is about identity, not information — especially in technical sales
• A 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/videos

Final Thought

If 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.

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