Get them in this state 1. Have a clear gap to where they are to where they want to be 2. Can’t get there on there own 3. Now is the time 4. Need help, or even better need your help •ask them questions in a way to make them say these things themselves •If they’re not at this state, we can get a lot of objections and/or pushbacks

https://docs.google.com/document/d/1kxxT39PAghoA0P2NkFXdZhN4QpnVmwa-HgQL7XVaCDY/mobilebasic

Hi homies. Could really use practice with warm calling and prefer a “difficult” prospect. Anyone available this week? Help me become great lol

https://form.jotform.com/241585668677173

-Never want to hear distant language. -Positive language creates a positive connection. -Missing language when someone is talking with you and they withhold something in the conversation (something to look out for and dig). Listen to leakage, someone’s language on important things they may hold back and see what’s missing. People have good emotional intelligence, if they do hold something back, approach it in a way where you actually genuinely care about helping them.