Open early by asking if they are in a position to invest. Shift focus from listening to investment capability before you even present.
Demonstration Close
Core Principle
Tracy Demonstration Close qualifies the prospect budget upfront by asking if they could invest before you present. This prevents wasted presentations and ensures you only demo to people who can actually buy. Then you deliver your best presentation and close at the peak of excitement.
Step-by-Step Execution
Example in Action
You: Before I walk you through everything, let me ask you this -- if I could show you a system that doubles your team output in 90 days, and the investment is 2,500 a month, is that something you would be in a position to move on? Prospect: If it really does what you say, yeah, we could make that work. You: Great. Let me show you exactly how it works. [Delivers compelling demo] So as you can see, Company X went from 40 deals a month to 95 in the first quarter. Based on your numbers, that would mean an extra 180K in revenue for you. Should we get you set up for next month?
Practice this technique with an AI-powered roleplay scenario.