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Robert M. Gravely commented on

How to get your prospect to make a BUYING decision!

The SHIFT principle changed my life? Watch the video. Let me know your thoughts.

Shift Principle.mp4
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if even half of what i just said is true - what would that mean for your business?
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During discovery you should find out what emotional buttons are open. Maxwell Swanson suggests a great question to start. But take it to a personal level...

Mr Prospect - what would it mean to your professionally if we can solve the challenge? Personally?

Mr Prospect - If you don't solve this challenge what will it mean to you professionally? Persona...
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Yeah, that discomfort in "getting in someone's personal life". Do you find that most people aren't that guarded, or willing to be open? I know my dad for example is EXTREMELY guarded and emotionally private Lol.
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It depends...the more pain there is the less defensive or guarded they are. Had one guy tell me a successful outcome with our service would result in a promotion. Imagine the pressure on me? It can be a 2-edged sword. But it's worth asking. Even if they don't answer you it may be the real question that separates you from your competition and plants... See more
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