Why They Are Not Buying
Every objection you will ever hear falls into one of 3 trust gaps. This cheat sheet shows you which one you are in and exactly what to say to close it.
People rarely say no. When they hesitate, they are stuck. Once you know which gap, you know what to do. There are only three.
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You Are Losing Sales You Should Be Winning
You had a great conversation. They seemed genuinely interested. Then they said "let me think about it" and went quiet.
You followed up. Nothing. You sent more information. Still nothing. And you cannot figure out what went wrong.
Nothing went wrong. They got stuck in a trust gap. And without knowing which one, you had no way to help them through it.
That changes today.
The 3 Trust Gaps
Every objection maps to one of these. Every single one.
Solution Doubt
I do not trust that this will work.
- "I have tried something like this before."
- "How do I know this is different?"
- "That sounds good in theory."
They have been burned before. This has nothing to do with you.
Authority Doubt
I do not trust you yet.
- "How long have you been doing this?"
- "Have you worked with my industry?"
- "I need to do more research."
Something has not clicked yet. More information will not fix it.
Commitment Doubt
I do not trust myself to make this call.
- "I need to think about it."
- "Now is not the right time."
- "I need to talk to my partner."
They are scared of making the wrong choice. Pressure makes it worse.
The cheat sheet gives you the exact script for each gap plus a diagnostic tool to identify which one you are in.
What Is Inside
One page. Everything you need.
3 Trust Gap Breakdowns
What the prospect is really thinking, what to avoid, and the exact move to make.
Word-for-Word Scripts
Not vague advice. The actual sentences to say when a deal stalls.
The 1 to 10 Diagnostic
One question that tells you exactly which gap you are in and how far you are from a yes.
The Quick Reference Table
All three gaps, what to say, and the one rule that ties it together. Print it and keep it at your desk.
A Companion Resource
The 6 Stages of Selling framework that goes deeper on the full conversation.
This Is For You If...
You have discovery calls but too many end in 'I'll think about it'
You follow up after proposals and hear nothing back
You know your service is great but can't figure out why people hesitate
You feel like you're saying the right things but the deal still stalls
You want to close more without feeling pushy or salesy
You run a service business: coaching, healthcare, consulting, trades, creative
Questions
Everything you need to know
What is the Trust Gap Cheat Sheet?
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It is a free one-page reference guide that identifies the 3 core trust gaps that cause prospects to hesitate or say no. For each gap, it shows you what they are really thinking, what not to do, and the exact script to use.
Who is this for?
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Service business owners, consultants, coaches, healthcare providers, and anyone who has discovery calls or sales conversations. If you have ever heard 'I need to think about it,' this is for you.
Is it really free?
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Yes, completely free. Enter your name and email and you will get instant access to download the cheat sheet.
How quickly can I use this?
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You can use it in your next sales conversation. Download it, read it once, and you will know exactly what to say the next time a deal stalls.
Will I get sales emails after I sign up?
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We will send you the cheat sheet and a few follow-up tips. You can unsubscribe anytime with one click. We are not interested in spamming you.
Stop Losing Sales You Should Be Winning
Get the cheat sheet. Know exactly what to say. Close more deals without being pushy.
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