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?”* 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.* The additional words that your prospect hears in this case are “Hypothetically speaking, putting money aside, does the idea make sense
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