MORNING MEETING April 21, 2010: Cold Sweat
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REMEMBER: Whether you are the closer and VLO or your team has a VLO assigned to do the ‘docs’ ALWAYS ask your new clients, before they leave, for three (3) reasons why they decided to get involved.
One method is to say (e.g.): “We’ve covered a lot of material today Bill and Sally, but I was just curious, if around 3:00 A.M. you wake up in a cold-sweat and say to one another something like ‘Oh My God, what have we done?’ it might not be a bad idea to jot down on a piece of paper right now the 3 main reasons you’ve decided to enjoy traveling this way…’
Then ask them point blank what those reasons are and as they tell you, in their own words, write them down on their ‘package’ (and when you hand them back the ’package’ tell them to keep it by their bedstead), and you will laugh all the way to the bank!
TODAY’S VIDEO: Pink Floyd’s original video of “Money” from Dark Side of the Moon
(To view ALL of the Morning Meeting sales tips and videos, click here.)
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