Have you ever read one of those books that gave you an “ah-ha moment”? Tom “Big Al” Schreiter’s book “Ice Breakers” is one such book. When I read it, I realized that the skills taught in the book are simple, that they should be logical for everyone, but of course, if they were, we wouldn’t need the book, would we?
One of the most important lessons we learn early on is a few key phrases that will help us always get a “yes” answer, as long as our question is something within reason. Tom says: “Would it be nice if you learned 5 words that almost every time you say them, the answer is ‘yes?’ And would it be okay if almost every time you said these words, your prospect nodded uncontrollably? Anyone want to guess what those 5 words are? If you don’t know, “Would it be okay if…” I say?
Works!!!! If you don’t believe me, try it for yourself. Ask your husband… RIGHT NOW… call him, if he’s not right in front of you, text him on his cell phone or IM him on Facebook… and say… “Would it be okay?” yes, do I make twice as much money as you?” What man would be crazy enough to say “no” to that? I know, half the guys reading this right now are thinking, “Man, if my wife made twice as much money as I do, she could quit my job.” Admit it, you know it’s true!!
Guys, call your wife and say, “I just found out there’s a half-price sale at the shoe store, but it’s only for the next hour.” I bet no matter what her wife is doing… even if she’s flying an ultralight plane from that mountain behind her house, she’ll land quickly and head straight for the shoe store where the deal is. .
Then Tom teaches, let’s put some of these sentences together and make a new sentence that gets the response we want, so how about “I’m just curious, it would be nice if I could find a moisturizer that has been clinically proven to be more effective at relieving eczema symptoms that the leading dermatologist recommended? Or, “I’m just curious, would it be okay if you could firm and tone your body in 45 minutes while watching TV without doing any exercise?”
The point to note is that no matter what you are marketing, the old words that people used to say and hear no longer work, so now is the time to learn some new words that have been tested and proven to work. I posted a message in a Facebook group the other day that said, “Some people in Easton will get 6 months paid vacation twice a year and a FREE new car every 3 years.” Within 60 seconds, he had ten people asking “who and how?” I got the positive response I wanted, and it was just like Tom taught me.
To find “Ice Breakers” and other similar books, visit the business books section at http://healthybenefitsofaloe.com
