Ziglar on Selling

Mr. Prospect,” he began, “great statesmen and stateswomen from all countries have found themselves in a similar situation to you. They want to make sure that they make the right decision and not the wrong decision. Is that pretty much how you feel at the moment?” Mr. Prospect acknowledged this with an affirmative, if somewhat suspicious, nod of his head. And with the ease of a true master of his profession, Andrew moved to the prospect’s side of the table.