Cynthia Brian

The Power of Why

by Cynthia Brian ~ November 19th, 2003. Filed under: Publishing Basics, Sales Tips.

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

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1 Response to The Power of Why

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