Determining the best prospect to call

Use points of reference to help you achieve your next success

Suppose you have a list of names of people to call to see if they are interested in your product. You'd like to call the ones who have the greatest need for you product first, and call the others later, wouldn't you? Here is a way that you can you develop your intuition so that you can sense which ones have the greatest need for your product, and are the most likely to buy:

Go back over your old list and find people who bought. Look at that list and find out what points of reference you have about people who are qualified and who buy.

In the Silva training, Jose Silva has you project into metals and leaves and other things in order to get points of reference to answer questions. One of the things you need in your business is points of reference about who is qualified, who can buy, who can't buy.

You get those points of reference from the past, from previous sales. You keep adding to your points of reference. Go back and work a health case on everybody who has bought from you.

Then those points of reference that you have established will guide you to intuitively choose the people who have similar characteristics, who are most likely to need your product.

Now, if you have a list of ten people to call this morning, then first sit down and work a health case on everybody on the list. Then, after you finish with each health case, go back and ask them mentally, "What do you want out of life? How can I help you get what you want out of life?"

Then when you call one of those people, they will feel on a deep level that you care about them.

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