As you walk through exposure after exposure, our goal of education and understanding will be accomplished. But that doesn’t mean the prospect will come out and ask you for an order form or an application. It’s your job to guide them to a decision. The key to success in this area is a combination of having good posture and asking good questions. Good posture means the way you carry yourself. Your words and actions will help your prospect feel more confident about joining your opportunity or they will plant seeds of doubt. In my early years, my posture was terrible. I was trying to “get” people instead of pursuing the nobler goal of education and understanding, and the prospects could feel my intentions. I was very emotionally attached to the outcome. You could even say I was needy. Every time I got to this part of the process, I really, really wanted it. Again, the prospect could feel my emotional attachment and that usually scared them away. Through lack of results and without even realizing it, I started to assume people were not going to be interested.
