CHAPTER 6
THE ART OF CHANGING YOURPROSPECTS’ MINDS
At any given point in your online sales process, your prospect has a level of interest that ranges from apathy through mild interest, medium interest, strong interest to sold. (See Figure 6.1.)
Your prospects also have various levels of skepticism ranging from extremely skeptical to distrustful, reserved, accepting, believing, and, again, sold. (See Figure 6.2.)
The Trifecta Neuro-Affective Principle that I present in this chapter is designed to take your prospects from wherever their present interest or skepticism levels may lie and transform them into not only enthusiastic believers but willing buyers. When used on your target audience in tandem with the five-step blueprint in ...
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