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CELEBRATING JIM STRAW-Quote: "Sell to Desire. Don't Try to Create It.
The Other Day I Made a Mistake on the phone with a Client.
I asked, "What do You Want More of -- Business-wise?"
Jason SAID, "I want more Clients."
So I asked a series of NLP Hot Button Questions about Getting Clients.
A - "I like seeing my clients go to the next level.
B - "For Example - They were selling 400.00 a week and jumped to 1000.00 a week
C - "I get a Psychological Boost
D - "I know they're successful so they want to stay (as clients)
THEN I ASKED Jason
Invisible TRIAL CLOSE Question
To Find Out if he was Ready to Buy.
So I Asked the Same Question.
Outside of Biz.
"So What Do You Want MORE OF Outside of Business?"
Jason Said, "Tennis! More Time to play tennis."
I could Hear DESIRE, Excitement.
After One NLP Question Jason Said, "I sort of FEEL as though I'm in Another World When I Play Tennis."
So I asked Jason if he'd Like to Be Able to AFFORD More Time
To FEEL Like he's in Another World - Playing Tennis.
And he said, "YES."
ACTION SUMMARY -
My Goal above is to illustrate Jim's Point - "Sell to Desire."
Most people you ASK either don't Know What they are PASSIONATE About.
OR don't want to tell you -- a stranger.
Since Sales Statistics Show that 72% of sales don't happen until After
9 or 10 "Contacts".
Don't Quit after the 1st try.
Use Proven - INVISIBLE TRIAL CLOSE Strategies to ASK FOR Munny -
without Getting an OutRight "NO".
Because once the prospect "Catches you selling" and says "No" -
then the sale opportunity is over.
P.S. - Gary Halbert used to say the same thing. But differently.
Gary's advice was to sell only to CRAZY People.
Crazy about Golf.
Crazy about Model airplanes.
Jim said it more elegantly.
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