THE KEY THAT UNLOCKS THE LOCK
April 23, 2008 by metaya
When you get right down to it, it’s not that complicated. You can breathe life and action into any individual or group in one of three ways.
1. What purposes did they once have that you can help them achieve?
2. What purposes do they have now that you can help them achieve?
3. What purposes can they set up that you can help them achieve?
This will get their interest and attention. It is after all, their motivation, their hope and desire and their “raison d’être”.
Show them a way to bring their dreams into reality and they’ll follow you anywhere and overcome any obstacle to get what you’re selling. Because you’re telling them they really can have what they’ve always wanted.
No matter how impressive your good looks or compelling your presentation, if you don’t spark their imagination you’ve failed. Once they see you as the solution in accomplishing their purposes, they’re sold! Now just work out a budget and a start date and you’re on your way.
Don’t fret about figuring out WHAT people buy, the route to real wealth and success is in discovering WHY people buy.
It is in fact, the key that unlocks the lock!
daniel w. jacobs
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