Your prospect, should be their own hero.

You’re just the pioneer.

Your job is to let the prospect talk about their own problems, and you simply lead the way with your questions.

Stop assuming what problems they’ve experienced, or what problems they might experience, or how they’re feeling.

Just ask questions.

The moment you start giving advice on “how to make things better”, you lost.

They don’t want to hear that crap. And you may not know this, because it strokes your ego every time you preach.

If you’re ever in the position where you NEED to consult someone, on something…

Instead of consulting, inspire them.

The way you can inspire a prospect, is by indirectly conveying a message.

And there’s no better way to do this, than with stories.