If the prospect is talking to you, assume they are looking for the YES!
I got caught looking for the No and the prospect was looking for the YES.
Selling at the door - Secretly hope no one was home,
We are trained to look for the No and avoid the pain of indecision rather than labor for the yes. If you are interacting, they are looking for a reason to say yes! The prospect wants to say yes. If they are talking to you, they want to say YES! Give ALL you have and they will say YES!
Also, listen to Episode 30: "Scoreboard Patience"
http://directory.libsyn.com/episode/index/id/6669214
