The Best Prospects in the World
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after they give you Names.
“ . . . I won’t even mention . . .” reassures them that they won’t be embarrassed.
“This might be a . . .” helps them sort through their 200-300 name Rolodex.
“Who’s the first person . . .” notice you didn’t ask for a Name since you want them to visualize the person.
“ . . . comes to mind?” sure beats “who can you think of?”
Secondly, you’ll have to handle their Objection and then ask them again. Your goal will be to have more creative ways to ask them then they have ways to say NO.
If they say; “I can’t think of anyone.” you could try;
“That’s why I’m happy that my Manager gave me a List. Let’s see, how about your best friend?” or
“Who do you look up to more than anyone else?” or
