The subconscious mind is our work space.
This is where we talk to the
prospect’s accumulated programs.
** In fact, any time you spend talking
to the prospect’s conscious mind is
probably wasted time. All that
information about the company, the
products, the compensation plan, the
testimonials … all wasted time to the
conscious, thinking part of the
You see, unless you are working in the
subconscious mind, you’re lost.
The subconscious mind is where the
decision-making part of the brain
Now this is a huge subject, but let me
give you an example of why our
presentations are almost meaningless to
the conscious mind.
Amateurs spend their whole time giving
information to the conscious, thinking
part of the brain. They tell about the
company’s founder, the research, the
uniqueness, the wonderful opportunity
… and nothing happens.
Because the mind of the prospect doesn’t
decide or act on information. Weird, eh?
But think about this. Are there fat
people in the world? Yes!
We fat people got the memo, we have the
information, we know exactly how to lose
weight. But we don’t act on information.
If the mind acted on information, we
would all be skinny and fit.
So the next time you see a fat person,
just think: “There’s proof that
information doesn’t work.”
Our mind works and acts on programs.
Here are just a few examples of the
hundreds of programs in our prospects’
“Salesmen are evil.”
“I don’t want to spend money.”
“I don’t want to take a chance or fail.”
“I’m okay just as I am.”
“Rejection is terrible.”
“What will people think?”
“I tried change once, and I didn’t like it.”
“Everybody has an agenda.”
“You are just trying to get money out of me.”
“It’s too good to be true.”
“What’s the catch?”
Yes, our prospects have a lot of
programs going through their minds when
we talk to them.
We have a choice:
1. Learn how to talk to these programs
and get our prospects to act, or
2. Give our prospects information …