What They Want
Making a lot of money is largely a process of convincing people, or selling
yourself, your service, your product. And the trick is to tell them what they want
to hear. The problem is to find out what they want to hear.
So, you will start out by giving them basic information about what you are selling.
You then continue with your sales approach, always watching their reactions
carefully. When you see their eyes light up and they lean forward with interest,
then continue on the topic that aroused that interest, no matter how odd it may
seem to you. And do the opposite when you reach any of the usual parts of your
presentation, if the prospect shows less than the normal amount of interest; that
is, shorten that part and go on to the next.