So let’s say in response to you asking for the order, your prospect says, “It sounds good. Let me think about it.” Your reply would be: “I hear what you’re saying, but let me ask you a question. Does the idea make sense to you? Do you like the idea?”V Now, the key here is that the tone you use—starting with “I hear what you’re saying . . .” and going all the way to the end, when you say, “. . . do you like the idea?”—is going to be your hypothetical, money-aside tone.V The additional words that your prospect hears in this case are “Hypothetically speaking, putting money aside, does the idea
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