I have a confession to make.

Last night I broke my low carb eating style when I had pizza and beer. (Peroni, in case you’re interested.)

Hey, I also had a salad to balance it all out, so don’t judge me.

There is a pizza place around the corner from me called “I Love New York Pizza.” They should be ashamed to have “New York” in their name. The pizza sucks for many reasons, but the main one is that they put too much sugar in their sauce. It’s for that reason that I drove 20 minutes further to pick up a pie from Brooklyn Joes.

Just as too sweet sauce ruins a pizza, a syrupy presentation kills sales.

There are two types of motivation: Moving towards and moving away from motivation. In other words, people are motivated to invest in services to experience pleasure and to get out of the pain they’re feeling.

The bigger two of the motivators is pain.

If you want to help your prospect, you need to future pace how their life will be if they follow through and work with you, and how it will be if they don’t. Paint a rosy picture and a dark picture of their future.

During your presentation, ask your prospect questions that get them to feel the negative emotions they currently have and will continue to have if they don’t take action.

You might be thinking, “That sounds manipulative.” It’s only manipulative if you are manufacturing false feelings of pain.

If, on the other hand, you are showing the prospect the truth of their situation, you are doing them a service, and your prospect will become a client so you can help them.

Kick butt, make mucho DEEnero!

Dave “Low Carb Day” Dee