O.K. So…there is a lot of powerful things that can be said or
questions that can be asked when engaging your prospects in
conversation, but this one is incredibly powerful, and will “freeze”
their brain and make them want to join you more than they do already.
I was listening to Tom “Big Al” Schreiter speak on the M*L*M Cruise
this past week as he was doing some training…and he brought this
particular question up as something you can pose to any of your
prospects at any time. Try this one out next time you are speaking
with someone about your business.

Here’s the scenario. You are on the phone or in person with your
prospect and you have presented them information about your company.
They haven’t made a decision yet, and you want to get them closer
to making a decision. Here’s what you ask:

YOU: You know, I’ve found that there are only two types of people
in the world, those that (fill in the blank) and those that
(fill in the blank).

Here are a couple of examples:

YOU: You know, I’ve found that there are only two types of people
in the world. Those that make things happen, and those that make
excuses.

YOU: You know, I’ve found that there are only two types of people in
the world. Those that make money, and those that watch others make
money.

YOU: You know, I’ve found that there are only two types of people
in the world. Those that play life full-out, and those that watch
life pass them by.

YOU: You know, I’ve found that there are only two types of people
in the world. Those that commit to making a difference in their
life, and those that simply “talk” about making a difference.

You could obviously follow up any of those statements with a simple
question like,
“So…which type of person are you?”

Hmmm….

Sure is something to think about to get them to first “freeze”, and
then take action. If you asked that type of question, what type of
person do you think they would want to be?

Try that out next time you’re on the phone or in person with one of
your prospects and see what kind of reaction you get.

Todd Falcone