Using Emptiness to Close Every Sale

In our previous blog, we talk about how to use our eyes to close every sale. Over 84 techniques were shared in our courses How to Close Every Sale and Sales Power, today we will dwell on one tactic: Using Emptiness.

When your prospect gives you an objection and he did so in a negative manner, like being sarcastic or critical, most salespeople will act in one way - react. If you understand the concept of 'no self', you will know that everyone is empty by itself. Your prospect does not have any self-nature - no nature of his own. There is no nature coming from his own side, what we see in him are just our perceptions of him. He is empty, and we must be careful not to take away his emptiness and fill him with our own views of him, which will be negative because he gave us an objection. 'No self' means that whatever you see in him is just coming from you, not him. He is empty, but that doesn't mean that he does not exist, or for us to pretend that he is not there.

The 'emptiness' concept means that you stop thinking about your prospect the wrong way. Stop conceiving of him as being something that is bad from his side, and start thinking of him as an empty screen. What you see in him is just your projection of him, the projector is your own mind, driven by electricity called imprints from what you have experienced before. The point is not to judge anything as good or bad, not to attach to any of your own feelings or emotions. In short, see things and see people what they are, and you will have wisdom.

If you see the objection as what it really is - an objection and nothing else, you will be wise enough to handle it objectively. You will not react negatively to him, instead you will respond positively to such a negative event. (For the simple 4-Step Way to handle objections, click here). This is what we call seeing people as empty, and you can certainly use emptiness concept to sell the impossible. Good luck! Related articles:

The Secret Under the Mattress: Why would a 79-year Man Bet So Big on 4D?

It was 2007 when we discovered his secret. While moving my father’s mattress, we found them: heaps and heaps of Singapore Pools 4D tickets. They were stacked in layers, a paper trail of lost hopes. What shocked us most wasn’t just the volume, but the stakes. He wasn’t betting a few dollars for fun. He was punting hundreds of dollars per draw—nearly ten times a month. At the time, my siblings and I were furious. Our father was a 79-year-old retiree. We wondered, with a mix of anger and confusion, why a man at his stage of life would need to win such "big money." What was he going to do with the money? We saw it as a reckless habit, a sign of poor judgment in his final years. Some of us would say, "If I were to give him money to buy 4D, why don't I use the money and buy 4D myself? At least I have better discipline". It has taken me two decades, and the experience of raising my own three grown-up children, to finally see the truth that was hidden under that matt...

Head Bleeding when the Chair Falls

The Weight of Silence: What Were We Really Arguing About? My earliest memories are punctuated by the sound of shouting. In 1970, when I was barely 6 years old, I stood as a small witness to the fierce quarrels between my father and my late eldest brother Kah Yang (he passed away in 1971 at the age of 17). As I grew up, these contradictions became the soundtrack of our lives, usually centered around our family's shoe shop and clothing stalls in Chinatown. In the court of family opinion, the verdict was almost always the same: my father was "wrong." He was judged as a man who didn't fulfill his role, who wasn't "burdening" enough for the family’s success. But as I look back from the vantage point of 2026, I have to ask: Was that actually true? Let me finally put to rest what my father did right: the truths that were buried under decades of criticism: Unseen Labor: He worked grueling, long hours. I remember him hauling boxes of goods and equipment to set u...

Business and Money Tips

Search This Blog