To build trust, you need to:

1. Focus conversation on your prospect's problems, while holding off on offering your solution.

2. Create a two-way dialogue instead of a one-way monologue.

3. Determine whether you and your prospect are a "fit" in terms of being in sync about putting resources toward solving problems.

All three of these elements must happen in most natural way possible... and you can help them to come about. Here's how:

*Invite your prospect into conversation naturally and comfortably -- not by making a mini-introduction about yourself (that only triggers "wall"), but by asking, "Can you help me out for a second?"

*Toss out your selling scripts and create a dialogue path around specific problems that you know your product or service can solve.

For example, rather than saying, "Our solution lowers costs," try, "Our solution solves three specific problems that you may be experiencing."

Then, state exactly what those problems are.

Identifying and agreeing on prospect's problems is crucial but not enough to build trust and commitment you're seeking.

You can continue conversation with something along these lines: "Sounds as if these issues are important for you, but, if we can just take a second, are they considered a priority, given what else might be on your plate right now? I mean, are these problems immediate enough that your company can put resources into a solution at this point?"

You see, Jack, basic cause of your "disease" is that you're not focusing your calls on your prospect's perspective. But if you simply expand your mindset and begin implementing new problem-solving language, you might be surprised when your prospect suggests making an appointment.

Warmest regards,

Ari

The next day, Jack replied:

To: Ari Galper From: Jack Subj. Re: Help! I need to make more appointments

Dear "Dr." Ari,

Thank you so much! Your reply gave me a huge sense of relief.

All of a sudden, I'm feeling "healthy" and motivated again.

Your relieved patient,

Jack

P.S. Sure, please do share our conversation with your subscribers so they don't have to suffer way I have.

Try this medicine and see if it works for you.

Step one for me was getting to know marketplace. Yes, even though I've been around online marketing since beginning, I still had to do my homework.

What did this 'homework' involve?

Nothing too complicated... I just walked road and looked for holes. Specifically, I talked to lots of beginning and intermediate Internet marketers and asked them what they needed.

And here's amazing thing. They told me :-)

Seriously, if you want to receive a flood of useful information, just talk to your prospects and listen to them. They will tell you everything you need to know.

They'll show you exactly where holes are and once you see them, it's pretty obvious how to fill them.

Because I did my homework, when it came time to design System training and marketing for it, I was filling real holes in a real road and my customers experienced difference between System and other seminars right away.

Instead of hitting bump after bump, they had a smooth ride. Instead of spinning their wheels in potholes, they went out and built businesses and changed their lives.

Every successful business works this way.

There's an existing market, there's a lack in that market, and someone comes along and provides what's missing.

When these three elements are working for you everything falls into place and you get to declare yourself a 'marketing genius.'

But if you've got brains and guts and you sincerely want to be more than just another member of the 'mediocre Internet marketing majority,' take the FREE Pre-System Training. After just a few lessons you'll see right away if the System is for you or not. The Pre-System Training is a course that stands on its own and over the years, it's helped a lot of people make a lot of money. http://www.bazuji.com/system