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QUESTION: “Hi Michael, I’m in the business of selling financial products. I guess I need help screening people and to stop wasting time on people who are not interested in buying my products.”

LOVAS: This is a very common problem, but it has a very simple solution. Just ask about their values. What’s important to them? There are two issues here. 1) It could be that you’re not building rapport and trust, thus they see you as the lowest common denominator and can’t wait to hit the door. Or, 2) you’re placing the highest value on your products, rather than on what’s important to your prospects. If you push products, you’re building your business on your own values. Not good. You should be focusing intently on helping your prospects satisfy their values.

Speaking of values

QUESTION: “I try to find out how my prospects value money, but more often than not, the conversation irritates them. How can I find out how they feel about money?”

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