Are you a laser of light that stands for your opportunity?

I am constantly struck hard with how often even those who could be (and should be) the best evangelists of our industry are out sold by the skeptics. You have probably heard the quote: "When two people come into conversation, one always buys and one always sells." This is often – if not always – true.

Prospects develop deep convictions based on a lifetime of “affirmations” and experience. Most of the time, those convictions stem from a lack of result; or their perception that what we do doesn’t work, doesn’t work well enough to be worth the effort, or is just plain no fun.

Prospects express these convictions with common objections like: