She went and within a short time found that she was a big hit. She was coming up with many useful inventions. How?

Her system is simple:

”I always come up with something I want for my own use”.

She works on basis that most mass produced domestic items are designed by men, who, invariably, don’t use products. As a result they are poorly designed. Therefore if she has a problem using them so must every other person who buys and uses product.

She is now a 67 year old grandmother and still inventing because:

“When I spot some inconvenience, I feel lucky because there is fun in overcoming it”

The stories of Julie and Sukekawa are similar. They are both looking for a solution. They are both looking for a different way of overcoming deficiency they see before them. They are both looking for different ways of achieving impossible.

When did you last look at an impossible problem and bring into focus out of focus pieces? Do you use your past knowledge as a platform from which to jump or as a straight jacket to limit your thinking?

What is your process of discovery?

Good Luck

Graham and Julie www.desktop-meditation.com

The answer to these and other questions may help you determine what is most important to your prospect. Now, just look to see what types of products/services you supply that can help prospect get what he/she wants.

For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want things that insurance provides like security. Or if you sell real estate or cars, car or house may not be nearly as important to prospect as status that each may provide. So if during questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show prospect how policy you sell will give family security, or house you have in mind is resistant to forces of nature, or car you sell just won Motor Trend’s safety award.

If you have a personal example of a sale you’ve made in past that was able to get thing that your new prospect wants by buying from you, then by all means, tell new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as well.

During close, give them options like, 1) buy this now, 2) wait a year, 3) wait five years, 4) wait ten years, etc. Shem how much they will miss out on if they wait (higher premiums, less return.) Show what might happen if circumstances change between now and time they buy.

Give them options, and they will probably choose to buy now.