What if they say «no» to one of the three?

Work that objection. If it's 1 (goals), reconnect the program to what they want to achieve. If it's 2 (money), explore whether it's «I don't have it» or «I don't want to prioritise it»; the Ferrari can help only if they could realistically come up with it. If it's 3 (better with us), work on trust or the difference vs doing it alone. Don't jump to the close if there's a no you haven't addressed.

Isn't the Ferrari analogy too much?

It depends on context and tone. If you say it lightly («if it were a Ferrari for the same price, would you find the money?»), it usually works as a reframe: value drives priority. If the client is in a real cash crunch, it can sound tone-deaf; in that case don't push it and work the objection another way.

Can I change the order of the three questions?

Yes, but the usual order (goals → money → better with us) makes sense: first that they want the outcome, then that they can invest, then that they believe in you. If you start with money and they say no, you might not get to the others. Adjust if your process calls for it (e.g. in B2B sometimes «do you think we can help you?» comes earlier).

Gameplan

10 March 2026

The «gameplan» close is for when the client is hesitant or doesn't know how to decide. Instead of pushing, you offer a simple frame: «mind if I share something that might make you feel better about it?» Then you explain that nobody's walked them through how to decide on a program like this, and you can do it right now. Three yes-or-no questions: (1) Do you think this will help you get closer to your goals? (2) Do you have access to the money to get started? If no, could you come up with it? (Ferrari analogy.) (3) Do you think we can help you do this better than on your own? If all three are yes, the decision is made; if any is no, you work on that.

The script

«I totally get why you'd hesitate to make a decision. Mind if I share something that might make you feel better about it?»

«Great. Has anyone walked you through how to decide on a program like this before? Well, I can walk you through it right now so you can know you made the right decision. There are three things to understand.»

«One: Do you think this will help you get closer to your goals? Yes or no?»

«Two: Do you have access to the amount of money to get started? Yes or no? If no, would you be able to come up with the money? If I was giving you a Ferrari tomorrow for the same value, you would find the money, right?»

«Three: Do you think we can help you do this better than on your own? Yes or no?»

Why it works

It reduces the decision to three binary criteria. The client stops having to «decide in the abstract» and instead answers three concrete questions. If all three are yes, the logic leads to closing; if any is no, you have a clear objection to work on (goals, money or trust in you). The Ferrari analogy in the money question reframes «I don't have the money» into «if the value were obvious, would you find the money?» —without denying that they'd need to come up with it. The «nobody's walked you through how to decide» gives them permission to accept the frame and feel guided, not sold to.

How to use it well

Use it when you sense hesitation or «I need to think about it» and you've already talked about the program and the fit. Ask permission first («mind if I share something that might make you feel better?»); if they say yes, they're more committed to hearing the frame. Ask the three questions calmly, one at a time; don't rush. If on two they say they don't have the money and couldn't come up with it even with the Ferrari, don't push the Ferrari; work the money objection with another close or acknowledge now isn't the time. Adapt «program» to your offer name (course, project, service).

Next steps

If you want to work on this and other closes with your sales team, we can review your process in a no-obligation call. At Miranda's Consulting we support teams in the demo and closing phase.

Frequently asked questions

What if they say «no» to one of the three?: Work that objection. If it's 1 (goals), reconnect the program to what they want to achieve. If it's 2 (money), explore whether it's «I don't have it» or «I don't want to prioritise it»; the Ferrari can help only if they could realistically come up with it. If it's 3 (better with us), work on trust or the difference vs doing it alone. Don't jump to the close if there's a no you haven't addressed.
Isn't the Ferrari analogy too much?: It depends on context and tone. If you say it lightly («if it were a Ferrari for the same price, would you find the money?»), it usually works as a reframe: value drives priority. If the client is in a real cash crunch, it can sound tone-deaf; in that case don't push it and work the objection another way.
Can I change the order of the three questions?: Yes, but the usual order (goals → money → better with us) makes sense: first that they want the outcome, then that they can invest, then that they believe in you. If you start with money and they say no, you might not get to the others. Adjust if your process calls for it (e.g. in B2B sometimes «do you think we can help you?» comes earlier).