I love this video. On step 3 (Happened), you give the example of the insurance person, and you say, “You know John, this is what you said you were looking for.” My question is at what point do you get the prospect’s wants (what he is looking for) when doing the Lock Down…process?
You should have gotten to that before you ever even started the presentation. People will tell you right-off-the-bat what they are looking for. “I’m calling about insurance and I’m looking for ___________.” Make a mental note of that and feed it back to them later.