Learn how to use voice inflections, which we will thoroughly cover throughout Secrets. Break the price into small segments. Optimistically sell, and be hard of hearing. Ask questions to identify the problem and lead the prospect to the decision. Find out what they need to solve their problem, and show them how they can solve their problem with your

“To sell is to serve,” he said. It’s about giving value and helping people find solutions to problems, so they can live more fulfilling lives.

The key is to think like your customer and remember the core secret. Help them get what they want—a creative solution to their problem that really works—and they’ll reward you with a sale.

71 percent of the people who buy from you do so because they like you, trust you, and respect you.

unwise to pay too much, but it’s

I kept quiet while she was voicing her objections. This made her feel better and helped her “talk herself” into buying.

When your prospect gives you those buying signals indicating they are on the verge of making that yes decision, you need to move in instinctively and become the “assistant buyer”

buy.

them; and (b) persuasion derives from the French, “to give good advice in advance.”