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We break down how top closers think about price, risk, and value so buyers feel safe making high-stakes decisions. We focus on detachment, permission-based leadership, and everyday habits that build trust and improve outcomes.

• why price triggers perceived risk and pressure
• projecting money beliefs onto clients
• loss aversion and value framing over cost
• desensitising to big numbers through practice
• confidence versus arrogance in sales conversations
• permission-based leadership and better questions
• detaching from outcomes to listen and lead
• reviewing calls, spotting patterns, staying neutral
• integrity, punctuality, and reliable follow-through
• reframing objections as information gaps

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Graham Elliott

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