Who is the most motivational salesperson out there?
Napoleon Hill?
Tony Robbins?
Paul McKenna?
How about Bob the Builder?
Why?
Bob always starts with the question, “Can we fix it?”
As Daniel H. Pink writes in ‘To Sell Is Human’, instead of positive self-talk, successful selling requires a shift in ‘linguistic categories.’
A move from “making statements to asking questions.”
And in this, as Pink writes, “Bob has it right.”
Go Bob!
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