This is one of the toughest things to do in face-to-face selling. However, when you understand your responsibility to your collectors or potential collectors, it becomes easier. When you remember the key mantra “It’s all about them; it’s not about you”, you will find a feeling of comfort in exploring this foundational selling principle.

This is another episode that probably deserves to be heard more than once. This is all about a subtle, almost invisible suggestion that is very important to include along the way during a presentation.

I include several examples of the kinds of statements you might want to consider using – put into your own words, of course.

I also beg for some help at the end of this podcast. So stay to the end so you can help me out. I just “need a little help from my friends” to borrow a phrase from Ringo Starr.

Meanwhile – enjoy!

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