I was listening to Tracy Fouts speak at a training in Salina, KS. She started by saying: "Could you say something to make your business worse?" Everyone agreed that we could definitely say something to make our business worse. I could think of lots of things that I had said in the past that were ... awful.

Then Tracy asked the group this question:

"Could you say something to make your business better?"

Ka-ching! Now that was priceless.
If we keep saying the same things, we are going to get the same results. So why not learn new and better things to say to get a bigger bonus check?

How to make our presentations rejection-free.

Be polite. It is just that easy.
When prospects mention a problem that our products or opportunity can fix, before we launch into our presentation, let’s ask this question first:
"Would you like to do something about it?"
This gives our prospects a chance to decline listening to a sales presentation, when they have no intention of fixing their problem, or don’t believe that we can fix it.
And this is just good manners.
We hate it when we are subjected to a sales presentation when we don’t want to hear one.
On the positive side, if our prospects say that they want to do something about their problem, then everything becomes so easy.

"It's a scam!"

I learned this from Kevin Graham. Imagine our prospect says, "It’s a scam!" What can we say to that?
Kevin's answer? "Sounds like you have a story. What happened?"
What a nice way to disable uninformed prejudice.