Thinking through the Big Vision for my business in 2025 as I review my P&L's from the last year with my CPA and look into the next year! On a walk today, I was reflecting how we walk through shade and sun. It's good to be in the sun -- actually glorious, right? And then cold and dark in the shade or in the shadows but when you know where you are going it makes it easier to pass through the darker moments and move into places of warmth and sun! Sending us all encouragement to set the course of contribution for 2025! We've got this!!

Make the prospect feel heard. I don't mean just acknowledging their fears & concerns for a sentence and moving on to the objection handling. That's not true acknowledgement, and it's what the typical sales guru teaches. But I say, stay with them for a while in that fear. Use the NUT framework to help them overcome their fear in an empowering way N: Name Name their fears, and try to ask them what they might be feeling "Are you feeling any sort of way right now?" "It seems to me like you're a bit worried" "Can you tell me how you feel?" U: Understand Once you've labelled their concerns and fears, make them feel heard. People need to feel heard (refer to the image below) "It does suck knowing XYZ fired you. I get how you're feeling" "Tell me a bit more about that, because I'd like to understand"\= "It's been bothering you for a while I can tell, can I ask a bit more questions? I want to understand how you feel" And of course, say all of that with genuine intention to understand. Then validate it T: Transform Now that you've helped them properly label their feelings and they understand that you have understood, you can help them transform their fears & concerns. "Would it be okay for us to find a solution for this?" "We're on the same page, you wanted this, let's find a way together?" "What is it that I can do to help you be reassured about this decision?" You've now won the sale. Congratulations. No manipulation, pure empathy.

What do you do in GIFs ONLY? 😂

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Hey Prime Movers... So, a few days ago I posted the link to my "Star, Story, Solution" training, and you guys LOVED IT (thanks for all the positive comments - it made me what to find a lot more GOLD for you guys!)... As I'm preparing for the Selling Online event, I found another gem from the past. It was a copywriting presentation I did in a small hotel room, with some of the top marketers in the world, 2 years before we launched ClickFunnels. The premise of the video is, how do you create 'inception' in the mind of your reader, so that it becomes their idea to buy from you (instead of you selling them anything). Check it out, and let me know your thoughts about it (but more importantly, how you can use any of these principles in your emails, ads, webinars, etc...) Thanks! I hope you love it! Russell 'Inception Secrets' Brunson