In this particular case, we’re focusing on how it’s used at the close; however, what I want you to understand is that we are also going to be using it at the beginning of the sale, when you ask your prospect for permission to explain the benefits of whatever product or idea you’re offering them. In other words, you don’t just start pitching your prospect an idea, without first saying something along the lines of “If you have sixty seconds, I’d like to share an idea with you. You got a minute?” Those last three words—“got a minute?”—are when you apply the reasonable man tone, which entails you
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