27 October 2019
You already know this:
* Prospects don’t pay attention to us.
* Prospects don’t listen to us.
* Prospects desperately want to do anything but hear us out.
We are dead, unless we …
Grab and hold their attention!
How? Here are a few of the many ways:
* Use controversy.
* The trap.
* The challenge.
* Curiosity dread.
* Imagine the future.
* Choosing.
* Future feelings.
* Mind-reading.
* Making the present risky.
We can get our prospects to sit on the edge of their seats, waiting anxiously for our next words. And we can do...
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13 October 2019
Selling future benefits is hard. No one wants to buy life insurance. No one wants to exercise for months to get fit. Humans worry about now. Tomorrow? Ah, let’s not worry about that now.
What can we say to change this? How do we get our prospects to think about the future? Let’s try some better messages now.
Health: "Getting older? Yes, it is coming. And there will be a huge gap between the people with great health, enjoying their lives ... and those trapped in the medical system of doctor appointments, paperwork, and frustration."
Saving for...
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