I've been teaching sales for 13, 14 years now.

I've taught a lot of salesmen.

And I realized that I was missing this one piece.

I call it the AAA framework.

Okay.

So basically, there's this gap between when someone presents an obstacle,

which is anything that's not a yes after you've presented price.

Okay.

So if you presented price and you said, you want to buy and they say anything that's not sure. All right. That is an obstacle or technically it's an objection. They said no. What I realize is the best

salespeople. And I had this as a pro tip at the beginning as just like two bullets. And I was like,

oh my God, this is the whole training. And I just, I've been doing it for so long. And the best salespeople do it so subconsciously like we question all of our beliefs

except for those that we truly believe and those we never question and so it's like this is such

an unconscious competence for me and the best salespeople that I've never heard anyone teach

it but basically the triple A framework looks like this if you look at a study of the sales

when you close the most sales do you want to know what they all have in common? It's the people

who ask for the sale the most times. You might think, wait, if somebody asks for a sale a lot,

that sounds like really do you. Yes, which means there has to have something else that allows

them to ask more times. And so the objective of closing should be you asking for the sale as many times as you possibly can while maintaining rapport.

Because if you lose rapport, you can't ask any.

Right.

And so then the question is, how do we solve for maintaining rapport so that we can ask as many times as we want and say it as, you know, forcefully as we can.

How can we cut through the shit?

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