Monday, August 22, 2011

The Moment of Truth

The Moment of Truth
by Randy Gage

There is a pivotal moment that happens in the presentation that every prospect sees. And it is in this exact instant that 99 percent of the time determines whether or not the prospect joins your business.

And it’s probably not what you think…

It’s not your product line, or infinity bonus that pays down 287 levels deep. It’s not how slick your PowerPoint slides were or how pretty your flipchart is. And believe it or not, it has nothing to do with the price of your products, how much the initial kit costs, or whether they “have enough money” to start. It really comes down to a simple realization…

Your prospect either realizes he or she can do the business, or they can’t. And of course that’s totally about their perception. Whatever they perceive is the truth to them.

If they are thinking they could do it they will start to mentally construct a list of the people they would like to sign up. If this happens, they join. If it doesn’t happen, they don’t join.

Now the reasons the give are actually distractions…

They may say they don’t have the money, the kids are in school, the kids are out of school, the timing is bad, their spouse doesn’t approve, they’re too busy, the products are too expensive or any one of a thousand others reasons. But the real reason is the one I said above.

Do you really get that?


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