The Art of the Sale

The Art of the Sale: It’s Everything Before the Close

I was a good guy in high school—but let’s be honest, there were better students, better athletes, and better-looking guys around.

So my undefeated record of never being turned down for a date? Yeah… that raised some eyebrows.

Guys would ask my secret.

It wasn’t luck. It was the art of the sale.

It’s Not About the Close

It never has been. It never will be.

It’s everything that happens before the close:

Being calm and conversational Being genuinely happy Showing confidence (not arrogance) Talking about them, not you

Not:

“Hey, you wanna hang out this weekend?”

But:

“What are you excited about this week?”

That shift changes everything.

Ask Better Questions = Better Outcomes

When you slow down and focus on their interests, priorities, and timing… you naturally improve your odds.

You’re not forcing anything—you’re reading the room.

Qualify Before You Close

I joke about quoting Michael Scott when prospecting—but it works:

“Are you looking for coverage that’s better, the same, or worse than what you have now?”

Them: “Well, not worse.”

Perfect. You’ve already eliminated the bottom-tier options.

Follow it up:

“So either better coverage for what you pay now, or the same coverage for less?”

Now you’re in a position to win—before you even quote.

I Didn’t Ask Everyone

“99–0” didn’t happen by accident.

I didn’t ask out:

Someone with weekend plans Someone with a boyfriend Someone not allowed to date

Why?

Because rejection is often avoidable when you improve your odds first.

Same goes for quoting.

The Traffic Light Strategy 🚦

🟢 Green Light – You’re Winning

“Welcome! I got you better coverage for less. I look forward to working with you.”

🟡 Yellow Light – You’re Close

“You’re going to like this. I got you better coverage and I’m VERY close on price.”

🔴 Red Light – Not Competitive

“Your rate is solid. We won’t beat it today, but I’ll check again in a few months.”

👉 Don’t even give the rate on a Red Light.

Control the Presentation Lead with your best rate (home, auto, umbrella) Put the worst rate in the middle Finish with your second-best option

Then ask:

How do they currently pay? When is it due?

…and go for the close.