Kayvon Kay

Three, incomplete information. They're missing context, steps, pricing, or clarity. We're talking about the three C's here. Clarity is everything. If you do not have certainty, clarity, you don't have conviction. Three C's. I need certainty. I need clarity. I need conviction. Well, what's clarity? Clarity is, is it absolutely clear what the problem is? Is it absolutely clear what the future holds?

Is it absolutely clear on that? What we're offering, what the solution is, is going to fix the problem. Can I see the clearness of it? Not the certainty that's going to work. And before certainty even comes, you need to have clarity. Connection. They just don't feel what the change will give them. You haven't done the job and this will come from the gap.

Is it absolutely clear on that? What we're offering, what the solution is, is going to fix the problem. Can I see the clearness of it? Not the certainty that's going to work. And before certainty even comes, you need to have clarity. Connection. They just don't feel what the change will give them. You haven't done the job and this will come from the gap.

Is it absolutely clear on that? What we're offering, what the solution is, is going to fix the problem. Can I see the clearness of it? Not the certainty that's going to work. And before certainty even comes, you need to have clarity. Connection. They just don't feel what the change will give them. You haven't done the job and this will come from the gap.

You either the gap of the pain they're in to the solution or more important, the consequence of not changing. If that gap isn't big enough, there's no sale. I always say the bigger the problem, the bigger the sale. If you can't identify the real core problem, they're not going to feel emotionally disconnected to the pain so bad that they want to move forward.

You either the gap of the pain they're in to the solution or more important, the consequence of not changing. If that gap isn't big enough, there's no sale. I always say the bigger the problem, the bigger the sale. If you can't identify the real core problem, they're not going to feel emotionally disconnected to the pain so bad that they want to move forward.

You either the gap of the pain they're in to the solution or more important, the consequence of not changing. If that gap isn't big enough, there's no sale. I always say the bigger the problem, the bigger the sale. If you can't identify the real core problem, they're not going to feel emotionally disconnected to the pain so bad that they want to move forward.

Remember, people are going to move forward not because it's easier. It's because the pain is higher and more exhausting than the win. People will buy the pain over the win. So even one of these, if one of these four are weak, you're going to get resistance.

Remember, people are going to move forward not because it's easier. It's because the pain is higher and more exhausting than the win. People will buy the pain over the win. So even one of these, if one of these four are weak, you're going to get resistance.

Remember, people are going to move forward not because it's easier. It's because the pain is higher and more exhausting than the win. People will buy the pain over the win. So even one of these, if one of these four are weak, you're going to get resistance.

But when you hit all four, clarity, the certainty, the confidence, the conviction, the connection, the I need to think about it, it disappears. Let's go deeper. So I'll tell you this. Objection prevention is also doing the work. upstream. So here's how it works, right? Framing the conversation early. By the end of this call, so the things you can say is, right, by the end of this call, you're

But when you hit all four, clarity, the certainty, the confidence, the conviction, the connection, the I need to think about it, it disappears. Let's go deeper. So I'll tell you this. Objection prevention is also doing the work. upstream. So here's how it works, right? Framing the conversation early. By the end of this call, so the things you can say is, right, by the end of this call, you're

But when you hit all four, clarity, the certainty, the confidence, the conviction, the connection, the I need to think about it, it disappears. Let's go deeper. So I'll tell you this. Objection prevention is also doing the work. upstream. So here's how it works, right? Framing the conversation early. By the end of this call, so the things you can say is, right, by the end of this call, you're

If it feels like it's the right fit or it feels aligned, whatever the terminology you want to say, we can talk about next steps. And if not, that's also totally cool. The way I kind of say it is, okay, what I want to do is learn a little bit about you, what you are, what's going on.

If it feels like it's the right fit or it feels aligned, whatever the terminology you want to say, we can talk about next steps. And if not, that's also totally cool. The way I kind of say it is, okay, what I want to do is learn a little bit about you, what you are, what's going on.

If it feels like it's the right fit or it feels aligned, whatever the terminology you want to say, we can talk about next steps. And if not, that's also totally cool. The way I kind of say it is, okay, what I want to do is learn a little bit about you, what you are, what's going on.

And if I feel like there's a right fit here, I'll go a little deeper into what we're going on and we can make a decision from there. Does that feel good? This lowers the pressure. It makes them feel safe, which means they will be way more engaged. Number two, how you prevent the objection. You've got to ask better questions. Questions are going.

And if I feel like there's a right fit here, I'll go a little deeper into what we're going on and we can make a decision from there. Does that feel good? This lowers the pressure. It makes them feel safe, which means they will be way more engaged. Number two, how you prevent the objection. You've got to ask better questions. Questions are going.

And if I feel like there's a right fit here, I'll go a little deeper into what we're going on and we can make a decision from there. Does that feel good? This lowers the pressure. It makes them feel safe, which means they will be way more engaged. Number two, how you prevent the objection. You've got to ask better questions. Questions are going.

Listen, the smartest person in the room isn't the person that has all the answers. It's the person who can ask the right questions. Asking questions like, well, what stopped you from solving this before? Is there anything you're unsure about hearing or heading into that into this conversation? Good questions create space and they can create massive, massive trust.