Negative people?

Look for people with problems.

When our prospects say they have a problem, ask this: "Do you want to do something about it?"

Our prospects have two possible answers.

1. "Yes." Easy. Now we can offer our solution. These prospects want what we have to offer.

2. "No." Prospects seldom say "no" outright. Instead, they list their excuses, issues, doubts, problems, they change the subject, and well, we don't have to deal with these prospects. Simply move on.

I like asking this question, "Do you want to do something about it?" It makes sales presentations rejection-free as we only talk to the prospects who say, "Yes."

Our choice ...

Use our lockdown time to learn new skills, set up future appointments, and teach our team.
Watch more television.​

We talk, they don't listen. Sound familiar??

Zig Ziglar told the story of a young child who didn’t want to brush his teeth. His mother solved the motivation problem by telling her son, "Just brush the teeth you want to keep."


Should we use this word more?

Instead of using the word "you" with prospects, could we substitute "we" in our conversations?

It will help us build better rapport instantly.

More rapport-builders?

  • "As many of us know ..."
  • "We always notice ..."
  • "Most people ..."
  • "Everybody says ..."


Q: How many people work at your company? 

A: About half of them 

  • Carer to old aged pensioner: "I hear you got arrested for anti-social behavior for playing Englebert Humperdinck songs on full volume all night long." 
  • Pensioner: "Police released me, let me go ....."  Someone has been dumping soil on my garden .... the plot thickens.




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