I JUST ABOUT FELL OFF MY CHAIR when I read the last paragraph of this article Why Toddlers Don’t Do What They’re Told. This is akin to a rogue magician revealing secrets of their trade! A wise person will take this and apply it to every prospect you ever meet.
NOT ONLY HAS THIS ARTICLE hit the nose on the head, it even condensed the technique into one little nugget of gold by giving the example, “I know you don’t want to take your coat now, but when you’re standing in the yard shivering later, remember that you can get your coat from your bedroom.”
I’ve been using this Rosetta Stone for for years. I eventually landed my biggest sale, yet, using this very technique. I can’t believe I’m sharing it with you now for your future use.
First of all, remember and understand what this article is saying is that a child doesn’t think in the future (think spending money recklessly, drugs, promiscuity, etc.,) and barely thinks in terms of the present, even. Plan now to apply this focus-on-past-mistakes perspective to what your future prospects must be thinking. Is it possible that the reason they are skeptical is because they are living in the past and trying to apply what they’ve learned to an upcoming decision vs. thinking about how they are going to redeem themselves to their boss/checking account if they make a mistake! Even if this isn’t a true and accurate picture of everyone you talk to, conduct yourself as if it is true.
Now, consider that you’ve got to get a person’s attention, then get their head wrapped around your product/service/concept in a way that they see themselves enjoying the benefits at the future point in time that they’ll have it, and finally bring them back into the moment and sign what you have in front of them (or get them to say “yes” if you’re not a salesman) feeling as if they are actually going to be making the decision for the second time (’cause the second time is always easier than the first.)
Think of it like this
1. Starting in the present, 2. Take them into the future, 3. bring them back to the present with an eye on the future
Here is a simplified example:
Mr. prospect, what is your current situation, what will you experience once you’ve already made the right decision and most importantly, what is the next step in getting there?
There, I said it. Now go use it. And come back and let me know how.
