21 July 2019
Problems.
Problems are ten times more interesting than our wonderful solutions. People care about themselves. They don’t have much time to care about us and our solutions. So when we concentrate on their problems, we are the most interesting people in the world.
What does that mean for us?
Instead of showing our brochures, videos, compensation plan, etc., we can be more effective by talking to them about their problems. Then, get a commitment from them that they want to fix those problems. Now our products and business are the solution to their problems.
Six words.
"If you are like most people" is a great phrase for us to use when talking to prospects. People feel safe when they are part of a group. We want to make our prospects feel safe so they will open their minds and listen to our offer.
Here are some examples:
If you are like most people, you want more time with your family.
If you are like most people, you want to take good care of your health.
If you are like most people, you like having extra options in your life.
A Bit of Humour for You
A woman applies for a job in a lemon grove.
"Have you any experience of picking lemons?" asked the foreman.
"I certainly have," replied the woman.
"I've been married three times."
Back
Tags
Comments
Sorry, comments are now closed.