1. Stacking W’s
2. Make the prospect do the selling
3. “X years of experience” can be misleading
4. Adapt or NGMI
5. Understand the motive / cause / intent of the question before answering.
6. Another example of getting the prospect to say the things you want to tell them
7. Self-explanatory. Bonus points if you let the prospect know you will tell them “No” as well if you don’t believe you can help.
8. If the buyer doesn’t feel like they need to change, then they won’t.
9. Only reason you won’t do this is because you are attached to the outcome.
10. The endgame.
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Love it. I look forward to these posts every week