It is impossible to underestimate how little prospects care.

Prospects are selfish. It is a human trait.

  1. They care about themselves.
  2. They don’t care about us.
  3. They care even less about we want to show them.

So when we talk to prospects, what should we talk about? Here are our choices.

#1. Talk about us and the stuff we offer, while the prospect is not listening or caring.

#2. Talk about the prospect and the prospects’ problems.

Well ...

What would we choose?

Most amateurs will go with choice #1. They talk about how great they are, how they branded themselves, show company videos, talk about systems and put their prospect to sleep with PowerPoint slides.

Professional go with choice #2. They talk about the prospect and the prospect’s problems.

If we are new, we are thinking, “But ... but ... what should I do with my video and presentation?”​

There is no rule that says we have to ruin good prospects by forcing boring presentations on them. So stop doing it.

Instead, get prospects to talk about themselves and their problems. Then, ask them to decide if they want to fix their problems or not.


We can save our presentation and company videos for training, once they make a “yes” decision.

Story tip.

Have we ever casually passed on a company video or PowerPoint presentation to a friend?


Have we ever casually passed on a good story to a friend?


We can figure this out. Stories rock.

Why? They are not a sell, but stories can be interesting.

Telling good stories is a skill.

Imagine two golfers. Same clubs, same course, two different scores. What was the difference?


(You just experienced two really short stories!)

You could start the sentence “I’ve got a good storey here is the short version” ……… Then you have the attention, then tell the story.

"I want to think it over."

Instead of fighting this response from our prospects, simply tell them that no matter what they do or say now, it is a decision. Here is how:

"You can make your decision to start today. Or you can make your decision not to start today and keep the problem the same."



An 89-year-old man by the name of Dan Green was stopped by the police at 2 a.m. and was asked where he was going at that time of night.

Dan replied, "I'm on my way to a lecture about alcohol abuse and the effects it has on the human body, as well as staying out late."

The officer asked, "Really? Who's giving that lecture at this time of night?"

Dan replied, "That would be my wife."




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