Video Transcript
Nurture, nurture, nurture, especially when you try anything new. When you try anything that we teach you, don't take it literally. Nurture it up.
When our clients come to us, I am going to ask them to try new things.
I am. That's the route to improvement. Nurturing is so important when you're trying new things because they often are counterintuitive.
If you're used to selling on gain, with features and benefits, and now you're selling on pain, you'll have to ask your prospects about their emotions.
You'll have to get them emotionally involved because that's what drives people to make decisions.
And those are tough questions. It's tough to go there. And if you're not naturally a very nurturing person, you're going to have to develop that skill set.
If you have a tough question to ask somebody, just say that.
“Hey, Mr. Prospect, I've got to ask you a tough question. Are you OK with that? Is that OK?”