Page 153 - ConvinceThemFlip

know the nature of your business
‘We give travelers the freedom to explore Europe to their
heart’s content.’” “To a traveling delegation, ‘We give
travelers the freedom to move around Europe twenty-four
hours a day.’” There was great enthusiasm in the air—a
sure sign that we were onto something.
“Yes.”
“Well I help them find those markets and ship their
products on time, so they can get a good night’s sleep.”
Here’s the formula and how I apply it to myself and my
own business:
You know how . . . companies/people/real estate
agents, and so forth . . . “You know how some people
have trouble connecting with others?”
Well, we/I . . . “Well, I write books and give speeches to
show them how to do it naturally and easily . . .”
So they can . . . “So they can have fun and get more out
of life.”
Take your ten-second commercial and give it the pub
approach. Practice saying it conversationally over and
over until you’ve convinced yourself. Then put it away until
you need it.
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