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The main problem was that sales scripts ended up cornering the person I was calling into a Yes or No.

And that made me feel sleazy and just fed the negative salesperson stereotype. It seemed too unnatural to pick up the phone and immediately pitch what I had to offer. I felt I was assuming way too much when the person didnâ ™t even know me.

Now I want to share with you how my entire approach has changed thanks to Unlock The Game.

I spent one whole night studying your audio, video, and e-book materials from the Mastery program, and the next day the lightbulbs starting popping in my head.

I realized I shouldnâ ™t be putting pressure on the other person by trying to lead them to say yes to my product or business opportunity.

I also realized that my mindset was backward. Mentally I was trying to get the appointment, but I was struggling to avoid using words that would give that away. And that was the conflict that was eating at meâ ”I had a HIDDEN agenda, and the people I called picked up on the fact that I wasnâ ™t being genuine.

So I shifted my thinking to what you suggest: Focus on getting to the truth of whether thereâ ™s a fit or not instead of the getting the sale.

Once I began thinking that way, I realized that I had to first see if the person was open to the CONCEPT of another business opportunity before discussing whether they were interested or not.

In other words, I had to take a step back on the call, be humble, and begin with a new opening phrase. So hereâ ™s how it goes:

Hi, my name is Ben, and we havenâ ™t met yet. (This is great because it disarms any suspicion they might have about me.)

Then I say, Iâ ™m just calling to see if youâ ™d be open to the IDEA of a different kind of supplemental business where can generate income with minimal capital investment. (When I ask if theyâ ™re open to the IDEA first, people seem much more relaxed and open to talking to me about it.)

And thatâ ™s all I start with, because after that the conversation flows naturally to the end conclusion of whether we can work together or not.

Now I donâ ™t have to feel nervous about getting to the next piece of my script because we just move into a natural conversation.

In fact, Iâ ™ve thrown out my script entirely and just begin the conversation as Iâ ™ve described it above. And hereâ ™s what tends to happen now:

The other day I called a lead and used exactly this approach. The conversation flowed naturally and he seemed interested in the business opportunity. My first instinct was to try to close him as Iâ ™d been trained to do. Instead, I remembered what you said about not putting pressure on the person as you near the end of a conversation. So I used the natural phrasing you suggested and said Where do you think we should go from here?

And he suggested we schedule an appointment to move things forward!

I love this approach because I can sell without being aggressive!

Also, people respond to me not as a salesperson but as a human being. Iâ ™ve had people book appointments and refer me to other prospects because they want to help me out. Iâ ™ve also found that when someone doesnâ ™t want my products or service, I come away from the call with no rejection at all. Thereâ ™s no doubt at all that my business has grown since Iâ ™ve been using your Mastery program.

Sales Mini-Lesson Take-Aways

Here are some key take-aways from Benâ ™s story that can help you get on the right track:

* Change your mindset from trying to close the appointment to opening the conversation.
* Throw out your linear, step-by-step sales script and create a natural opening phrase that doesnâ ™t put pressure on the other person.
* At the end of your initial call, donâ ™t try to close for the appointment. Instead, ask, Where should we go from here?
* Learn to think of yourself as a problem-solver rather than as someone whoâ ™s simply selling something.
* Focus on creating a two-way dialogue rather than just making your pitch.