People like to buy--they hate to be sold

Have you ever walked into a department store or a car dealership and had an overly anxious salesperson immediately appear at your side? What do you say?

"I'm just looking."

If that doesn't get rid of the salesperson you may end up leaving the store in order to get rid of them.

So when someone shows an interest in your business, do you come across as the overly anxious salesperson? Do you talk too much. I know it's hard to not share endless details about a product that has changed your life. But, perhaps they do not even have an interest. Perhaps you are wanting to show them something about which they could care less.

Lenny has a phrase for this. It is verbal vomit. Don't you just hate to think of yourself as someone who is verbally vomiting on someone?

Here's the number one lesson to learn. If your prospect cannot see that they would be better off using your products and/or becoming part of your business, there is no need to proceed.

How do they gain a desire to know more? Rarely from anything you say. Rather, it is from your unshakable belief that what you have would be of benefit to them. After a short contact direct them to a tool. Most of our CDs and DVDs are available on the Internet. If they don't have high speed Internet then give them a CD or DVD or magazine to review.

Then follow up with them quickly. Ask if they are ready to get started. Be sure your attitude is that this is all about them. Because it is.