Ugly red mark on my forehead.

The salesperson asked me, "So what got you thinking about a new computer?"

And then I sold myself.

I drove home with my new computer wondering, "Why have I spent all my time trying to convince others? They do a lot better job convincing themselves."?

<Slaps forehead and leaves a bright red palm print.>

Who do we listen to? Salespeople ? Or our own minds?

Now, we might be thinking, "Are you saying we should get our prospects to sell themselves … instead of getting them to watch that corporate, boring video?"

Uh. I will let you read between the lines.?

Need more "starter words" to get prospects to sell themselves?

• "Is there any reason that you are looking to start a business now?"
• "What is the most important reason you want to start save?"
• "What inspired you to want this change your Mortgage provider?"
• "I am just curious, how will this affect your future?"
• "I am just curious, how long have you been thinking about this?"

Our pre-closing opening words should get our prospects to convince themselves they are right.

Rapport words idea:

"Most people want to know this."

Opening words idea:

"I was wrong about this …"

Closing words idea:

"Most people do this step next."

Humour

Quirky and clever business names:

Florists

Florist Gump

Back to the Fuchsia

?

Fish & Chip shops

The Codfather

Alex Plaice

A Fish called Rhondaa (in Wales)

The Frying Scotsman (in Glasgow)

?

Hairdressers

Curl Up and Dye

Ali Barber

?

Clothes shop

Geordie Armani (in Newcastle)

?

Kebab & Burger Vans

Jason Donervan

Hound of the Basket Meals

?

Flooring Shop

Lino Ritchie - "Hello. Is it me your looking floor?"