The Parallel Universe Closing Tool - How to Get Past "I Need to Think About It"

About this episode

Sam Wakefield discusses a tool to overcome common sales objections and hesitation during closing conversations.

How many times have you been in an appointment where everything was going great, and then they hit you with one of these: "I need to talk to my spouse." "This is a big decision. I need to think about it." "I'm getting three quotes. I'll let you know." And you just... freeze. You don't want to be pushy. So you say, "Yeah, totally understand. Take your time." And then you leave. And you never hear from them again. Here's what's happening: You hit a moment of hesitation, and instead of getting past it, you just accepted it as the end of the conversation. But there's a tool—a really simple tool—that most people don't talk about. When you use it correctly, it lets you step into a parallel universe, get past the hesitation, and come right back to reality without being pushy or weird. It's called the hypothetical. And Sam breaks down exactly how to use it. In This Episode: The moment you freeze when they say "I need to think about it" Why most salespeople just accept hesitation as the end The parallel universe concept: step in, get past the hump, step back out The hypothetical is a backup tool, not what you lead with Example 1: "I need to talk to my spouse" - Hypothetically, if they…

People in this episode

Host: Sam Wakefield

Topics covered

• sales techniques
• overcoming objections
• closing strategies
• sales psychology
• communication skills

Keywords

• sales
• closing tool
• hypothetical
• objections
• sales training
• decision making
• communication

More episodes of Sales Training. Close It Now!

• If You Can't Lead One, You Can't Lead Any" - The 360° Extreme Ownership Framework · June 5, 2026 · 36 min
• $45K to $150K/Month in 90 Days - How Sam & Doug Scaled This Plumbing Business · May 29, 2026 · 36 min
• Comfort Advisor vs Selling Technician - The Journey, Pros, Cons, and What You Need to Know · May 23, 2026 · 1h 25m
• She Tripled Her Family's HVAC Business - Now She's Fixing Everyone Else's Marketing · May 4, 2026 · 1h 12m
• Stop Tripping Out About Your Appointments - The 6-Year-Old in a Batman T-Shirt · April 24, 2026 · 31 min
• How to Train Your Homeowner (And Why They're Waiting For You to Lead) · April 17, 2026 · 29 min