Emotion with our prospects can visualize their success in our product/service/opportunity
Necklace experience
Ask clarifying questions
Adds emotion instead of a transaction
Creates rapport
Lost a sale
Lost referrals
Lost social media exposure
Don’t make the same mistake
Clarify what prospects want
Have you tried anything like this before
Have you tried to (get rid of problem) before
What did you like most/least
Open ended questions
Practice
People like listeners not talkers
