Found something good?

Every 6 and 7 figure deal I've ever closed followed the same two-meeting structure.

Meeting 1:

I walk in and I don't pitch.

Not a single word about what I'm selling.

First thing I do is set the frame.

"Here's how this works. I'm going to spend 20 minutes understanding your situation. At the end of that, if I think there's something worth discussing, I'll tell you what it is. If there isn't, I'll tell you that too. Either way you'll get something useful from this conversation."

That's it.

Now I start the fact-find.

But I'm not asking questions.

I'm making assumptions.

"I'm assuming you're already doing X."

"I'm guessing you've got Y in place."

If they confirm, I move forward.

If they don't, I've just found a gap.

Every correction they make is ammunition.

By the end of the fact-find I've got 3 or 4 gaps sitting in front of me.

Then I expose them.

"So from what you've told me, you're currently in X situation. You've got Y gap. And because of that, Z is happening."

Pause.

"Is that a position you're comfortable being in?"

They say no.

Now I present the solution.

Not a deck or a 40-minute walkthrough.

Two minutes for:

- The problem they just admitted.
- The solution that closes it.
- Why it works.

Then before I leave the room:

"Before I send you anything, if this is exactly as I've described it, would you do it?"

If they say yes, I book Meeting 2 and send the details.

If they hedge, I don't send a thing.

"Then there's no point me sending you details right now. Let's reconnect when the timing is right."

That exit alone makes them want it more.

Meeting 2:

This is not a re-pitch.

The decision was made in Meeting 1.

Meeting 2 is due diligence.

They've read the details.

They have specific questions about the mechanics.

I handle those live.

Any final objections surface here.

I handle those live too.

Then I ask for the signature.

"Right. Based on everything we've discussed, the next step is getting the paperwork signed. Does Tuesday work?"

That's it.