Jiu Jitsu Selling: Purple Belt Intro

The Purple Belt level in Jiu Jitsu is when you start working on your offense. In sales, this means presenting and client retention.

Your presentation training most likely consisted of receiving a presentation book or a bunch of fliers and a rate card. Your manager told you, "Point, read it out loud, then ask for the close. By the way, here are a couple answers to the objections you're going to get. Good luck."

Then you go out, try it a few times, and start cutting the parts your Prospects do...