This is a very important question to answer, because if they are in a bad state of mind, do you think they will give any thought or consideration to what you are offering? Of course not! Remember that whatever your prospective client is focusing on, they will feel (which turns into their attitude).
So how do you get prospective clients into a good state of mind? As Peter Drucker (the Father of Modern Management) stated many years ago “The best way to predict the future is to create it.”
It is your job to create good vibes for all the prospects that you are in contact with. If you don’t do that you are being a disservice to those people and your business. The reason I say that is because people want to feel good about what they are buying. If they don’t feel good about you or your product or service, do you think you are creating a positively memorable experience for them?
To create this positively memorable experience the first thing you must do is help them change what they are focusing on (their negative feelings). This can be achieved by improving your own attitude towards life or by the questions you ask these prospective clients.
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