- by Tom "Big Al" Schreiter
This is huge.
The subconscious mind is our work space. This is where we talk to the prospect’s accumulated programs.
In fact, any time you spend talking to the prospect’s conscious mind is probably wasted time. All that information about the company, the products, the compensation plan, the testimonials. all wasted time to the conscious, thinking part of the prospect’s brain.
You see, unless you are working in the subconscious mind, you’re lost.
The subconscious mind is where the decision-making part of the brain exists.
Now this is a huge subject, but let me give you an example of why our presentations are almost meaningless to the conscious mind.
Amateurs spend their whole time giving information to the conscious, thinking part of the brain. They tell about the company’s founder, the research, the uniqueness, the wonderful opportunity … and nothing happens.
Because the mind of the prospect doesn’t decide or act on information. Weird, eh?
But think about this. Are there fat people in the world? Yes!
We fat people got the memo, we have the information, we know exactly how to lose weight. But we don’t act on information.
If the mind acted on information, we would all be skinny and fit.
So the next time you see a fat person, just think: “There’s proof that information doesn’t work.”
Our mind works and acts on programs. Here are just a few examples of the hundreds of programs in our prospects’ minds:
“Salesmen are evil.”
“I don’t want to spend money.”
“I don’t want to take a chance or fail.”
“I’m okay just as I am.”
“Rejection is terrible.”
“What will people think?”
“I tried change once, and I didn’t like it.”
“Everybody has an agenda.”
“You are just trying to get money out of me.”
“It’s too good to be true.”
“What’s the catch?”
Yes, our prospects have a lot of programs going through their minds when we talk to them.
We have a choice:
- Learn how to talk to these programs and get our prospects to act, or
- Give our prospects information … and fail.
Tom “Big Al” Schreiter - www.fortunenow.com