---
title: Build A Good Foundation In The Sale — The Shark Of Sales
description: Whenever something doesn’t close, or falls off the tracks, it’s not because you’re not good at “closing.” It’s because you didn’t do something in the Fact-Find or Presentation that made them see the value in what you’re offering. They didn’t feel they had a burning need for your product/service and
---

[Blog ](https://rforrest.com/sales-blog)

# [Build A Good Foundation In The Sale — The Shark Of Sales](https://rforrest.com/sales-blog/2019/4/15/n0f34axusujftnm7umnut9kxpxby4b)

 Written by [Ryan Forrest](https://rforrest.com/sales-blog/author/ryan-forrest) | Jan 29, 2023 8:05:03 PM

Whenever something doesn’t close, or falls off the tracks, it’s not because you’re not good at “closing.” It’s because you didn’t do something in the Fact-Find or Presentation that made them see the value in what you’re offering. They didn’t feel they had a burning need for your product/service and THAT’S why the sale was lost. So make sure you’re taking the time to set a good foundation from the start, figure out exactly what the Prospect’s needs are, and how you can help. If you do that, the close isn’t such a big daunting moment, it’s just signing some paperwork that you’ve both agreed makes sense to do.

[View full post](https://rforrest.com/sales-blog/2019/4/15/n0f34axusujftnm7umnut9kxpxby4b)

```json
{
  "@context" : "http://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Ryan Forrest"
  },
  "dateModified" : "2023-01-29T20:05:03.417Z",
  "datePublished" : "2023-01-29T20:05:03Z",
  "headline" : "Build A Good Foundation In The Sale",
  "image" : {
    "@type" : "ImageObject",
    "height" : 2500,
    "url" : "https://23576423.fs1.hubspotusercontent-na1.net/hubfs/23576423/Imported_Blog_Media/My%20Post%20%2864%29-1.jpeg",
    "width" : 2500
  },
  "mainEntityOfPage" : "https://rforrest.com/sales-blog/2019/4/15/n0f34axusujftnm7umnut9kxpxby4b",
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "height" : 60,
      "url" : "/hs/hsstatic/content_shared_assets/static-1.4092/img/default-amp-logo.png",
      "width" : 60
    },
    "name" : "Sales Blog"
  }
}
```