How many times have you been in an appointment where everything was going great, and then they hit you with one of these: "I need to talk to my spouse." "This is a big decision. I need to think about it." "I'm getting three quotes. I'll let you know." And you just... freeze. You don't want to be pushy. So you say, "Yeah, totally understand. Take your time." And then you leave. And you never hear from them again. Here's what's happening: You hit a moment of hesitation, and instead of getting past it, you just accepted it as the end of the conversation. But there's a tool—a really simple tool—that most people don't talk about. When you use it correctly, it lets you step into a parallel universe, get past the hesitation, and come right back to reality without being pushy or weird. It's called the hypothetical. And Sam breaks down exactly how to use it. In This Episode: The moment you freeze when they say "I need to think about it"Why most salespeople just accept hesitation as the endThe parallel universe concept: step in, get past the hump, step back outThe hypothetical is a backup tool, not what you lead withExample 1: "I need to talk to my spouse" - Hypothetically, if they were sitting right here, what would you tell themExample 2: "I'm getting three quotes" - Hypothetically, why did you call us specificallyExample 3: "This is too expensive" - Separate the what from the how (would you want it if money wasn't an issue)Example 4: "I need to think about it" - Hypothetically, if you woke up tomorrow and this was already done, what would that feel likeGet them to tell you what they're actually thinking, not what fear is telling themStep back out of the hypothetical and into reality: So it sounds like you're leaning toward Option 2Three mistakes: using it too early, staying in it too long, using it to manipulatePeople don't want to sit in hesitation, they want clarityThe hypothetical gives them clarity without feeling pushed Real Result: Lyndon from Wheat and Sons in Maryland, second week in the field, first appointment of the day: 27 thousand dollar close with a for sale sign in the front yard. He didn't prejudge. He offered everything to everyone every time. He did the process. They said I want that one. Done. The Framework: When they say: "I need to talk to my spouse" Wrong way: "Yeah, totally understand. Take your time." Then you leave and never hear from them again. Right way: "Totally get it. Hypothetically, if your spouse were sitting right here next to you right now, and they said, what do you think we should do, what would you tell them?" What happens: They tell you what they actually think. Not what fear is telling them. You get back into a real conversation. Then step out: "Okay, great. So it sounds like you're leaning toward Option 2. Let's talk about that." Three Mistakes: Mistake 1: Using it too early. Don't lead with it. It's a backup tool for when you hit resistance. Mistake 2: Staying in it too long. It's a detour. Step in, get past the hump, step back out. Mistake 3: Using it to manipulate. This helps them get past mental roadblocks, not pressure them into buying something they don't want. If you use it to manipulate, it backfires and you feel gross. Work with Sam: Website: https://www.closeitnow.netCoaching & Training: https://www.closeitnow.net/coachingFacebook Group: https://www.facebook.com/groups/closeitnowEmail: sam@closeitnow.net Summer Sales Surge Series 2026: Live virtual training June through September. Monday nights 7 PM Central. Deep dive into a different component of the sales process each month. 1497 dollars for the entire bundle. Month one will pay for the entire summer. Email sam at closeitnow.net or visit salesurgebundle.com 3 Ways to Work with Sam: On-Site Training - Half-day classroom plus half-day ride-alongs with your teamVirtual Training - Same frameworks, delivered remotely for teams or individualsThe Build - Company scaling for HVAC and home services owners. You built the revenue. We help you build the business. Finding 15 to 20 percent of revenue sitting in your company that should have gone to your bottom line. Next Week: Stop Giving Them Everything - Why Less Is More in Your Presentation. Most people think the more options they give, the better. But more options actually make it harder to buy. There's a point of diminishing returns. Sam shows you exactly why. Leave a review on Apple Podcasts or Google to help more salespeople find this show. Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
