The Pattern Disrupt Strategy: Why Withdrawing Your Solution Can Actually Close the Sale

Are you tired of coming in second place with your innovative insurance solutions? It's time to flip the script on traditional sales approaches.

As the CEO and Founder of Complete Game Consulting, I've spent years helping insurance professionals transform their brand awareness into tangible business growth. Today, I'm going to share a counter-intuitive strategy that completely transformed my results when I was an advisor – and it might just transform yours too.

The Second-Place Struggle

If you're an insurance advisor selling outside-the-box strategies – whether it's cost containment in the benefits space or captives in commercial insurance – you might find yourself in a familiar frustrating position: second place.

Sound familiar?

• You know your strategies are solid
• Your solutions are innovative
• Your ideas are better than the competition
• Yet somehow, you keep missing the win

I've been there. A decade ago, I was constantly landing in second place despite having superior solutions. It wasn't until I realized I needed to disrupt my prospects' buying behavior that everything changed.

The Pattern Disrupt Strategy

Here's the approach: Take it away before they can say no.

Picture this scenario: You're presenting your cost containment solution and you can see the wheels turning in your prospect's head. They're interested, but you can feel the objections building. This is where the pattern disruption comes in.

Right before you'd normally go for the close, say something like this:

"Here's the reality – does this solution work? Absolutely. Could this help drive down your premiums and improve your coverage? Without a doubt. But you're probably not ready for it yet. This is why we need to start working together now, so we can get you ready."

Why It Works

When you're pitching an outside-the-box solution, prospects naturally try to find reasons why it won't work:

• "We're not big enough"
• "It's too risky"
• "We can't handle this"
• "It looks like too much work"

By taking the solution away first, you:

1. Disrupt their natural objection pattern
2. Trigger their desire to prove they're ready
3. Shift the conversation from "Should we?" to "Can we?"

The Psychology Behind the Strategy

People want what they think they can't have. When you take something away, it immediately becomes more desirable. This isn't just sales psychology – it's human nature.

Implementing the Strategy

Here's your strategic roadmap:

1. Present your innovative solution with confidence
2. Build value and show clear benefits
3. Just before the traditional closing moment, pull back
4. Express genuine concern about their readiness
5. Position yourself as the guide to get them ready

After implementing this strategy, my success rate skyrocketed. Instead of landing in second place, I started winning deals consistently. The best part? The prospects who initially thought they weren't ready became some of my best clients.

Your Strategic Next Steps

If you're consistently finding yourself in second place with innovative solutions, try this pattern disrupt strategy. Before going for the close, take a step back and express concern about their readiness. You might be surprised to find that what you thought was another second-place finish turns into a decisive win.

Remember: The key isn't just having the best solution – it's knowing how to position it in a way that makes prospects fight to prove they're ready for it.

The Power of Strategic Positioning

This approach works because it:

• Differentiates you from traditional sales approaches
• Creates a psychological shift in your prospect's mindset
• Positions you as a trusted advisor rather than just a vendor
• Builds immediate value through scarcity
• Transforms resistance into desire

Ready to transform your approach? Give this strategy a try and watch as your second-place finishes turn into wins.