Month: November 2013

In Touchstones #1-5, we’ve seen people’s innate value, connected with them, shared the vision of our offer, and asked what they would want to get out of it if they bought. Now we’re ready to pop the question: * Would you

This is the most important part of any sales conversation—and one of the most neglected. What is the sweet spot where your offer touches people’s deepest wants and needs? If they were to accept, what would they want to get

This is the fun part, the part where you eat the frosting off the cake. You’ve see people’s value and committed to making that the basis of your sales conversation. You’ve felt the “ping” of connection with them. Now it’s