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 didn�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 shouldn�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 me�I had a HIDDEN agenda, and the people I called picked up on the fact that I wasn�t being genuine.

So I shifted my thinking to what you suggest: "Focus on getting to the truth of whether there�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 here�s how it goes:

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

Then I say, "I�m just calling to see if you�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 they�re open to the IDEA first, people seem much more relaxed and open to talking to me about it.)

And that�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 don�t have to feel nervous about getting to the next piece of my script because we just move into a natural conversation.

In fact, I�ve thrown out my script entirely and just begin the conversation as I�ve described it above. And here�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 I�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. I�ve had people book appointments and refer me to other prospects because they want to help me out. I�ve also found that when someone doesn�t want my products or service, I come away from the call with no rejection at all. There�s no doubt at all that my business has grown since I�ve been using your Mastery program.

Sales Mini-Lesson Take-Aways

Here are some key take-aways from Ben�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 doesn�t put pressure on the other person.

* At the end of your initial call, don�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 who�s simply selling something.

* Focus on creating a two-way dialogue rather than just making your pitch.