Part 4 of the

Don’t fear you might have some one share an objection with you…those objections will help you assist the prospect in doing what is in their best interest. But I’ll explain how to use the objection to close a sale on a later date. Here we’ll just knock it out of the park with our dear friend LODI (not talking about the city in Texas!)

“I’ll need my spouse to attend with me”“great no problem,we hear that all of the time and we have a procedure for that. To prevent LODI…Law of Diminishing Intent,are you familiar with that?”“LODI states the longer you wait to do something that you know you should do now the greater the change you’ll never actually get it done. So to prevent that our procedure is,we’ll schedule you now for a date you think you can make and for any reason you find you can’t adjust your calendar to attend on the scheduled day,simply call 24 hours in advance and we’ll schedule a time more convenient for you and/or your spouse. Doesn’t that make sense?”“Now since this is more educational than entertaining it is more important that you both attend the education but not nearly as important that you two attend together. Plus it saves you from attempting to recap an hour-long event to your spouse in only 2 minutes,resulting in butchering the message. We know we have done that with many great jokes,movies and philosophers great teachings,haven’t we. So what works best…”

Decisiveness is a characteristic of all successful people,accepting anyone’s indecisiveness shows how little you think of him or her. So don’t be a wimp and show that you care.

Go get em’ enrolled with my friend LODI,
Ted Miller III

P.S. Here is a video of me covering good ol’LODI.