The Power of Why

When you hear vague put-offs like, “Call me another time, ” “I’ll get back to you” or “Let me think about it” make it a habit to ask, “Why do you feel this way?” or “Why do you need to think it over?” This simple technique will help you:

* Uncover a real concern the prospect did not feel inclined to share sooner.

*Determine if the prospect is merely procrastinating or honestly fearful of making a decision.

*Avoid spending a lot of time analyzing every possibility in order to find the true reason for delay.

*Gain time in which to keep the conversation going so you can gather your thoughts.

*Try a new tactic to help you close the deal by honest listening.

Remember you are the star of your own performance. Turn your passions into profits.

Cynthia Brian, President of Starstyle® Productions, LLC, is an acting and media coach who has appeared in feature films, television shows, and over 500 radio programs. She hosts her own Starstyle® show on cable TV and her books include the New York Times bestseller Chicken Soup for the Gardener’s Soul , The Business of Show Business (now in its 13th printing) and Be the Star You Are! Web: www.star-style.com or www.starstyleproductions.com. Email: cynthia@star-style.com

Last 5 posts by Cynthia Brian

• To Sign or Not to Sign: Tips on Book Signings - April 3rd, 2006
• Qualify your Leads - October 11th, 2005
• Service with a Smile - September 11th, 2005
• E-mail Etiquette - August 11th, 2005
• The Gift of Asking - May 11th, 2005