{"id":486,"date":"2010-10-26T07:38:18","date_gmt":"2010-10-26T12:38:18","guid":{"rendered":"http:\/\/www.drbilltoth.com\/blog\/?p=486"},"modified":"2010-10-26T07:38:18","modified_gmt":"2010-10-26T12:38:18","slug":"know-it-all-no-to-it-all","status":"publish","type":"post","link":"http:\/\/www.drbilltoth.com\/?p=486","title":{"rendered":"Know it all = No to it all"},"content":{"rendered":"<p>&#8220;<em>Nothing will ever be attempted if all possible objections must first be overcome.<\/em>&#8221;<\/p>\n<p>Samuel Johnson, 1709-1784, Essayist, Biographer and Poet<\/p>\n<p>Beware the paralysis of &#8220;anal-ysis&#8221;.  All too often prospects, customers will draw a line in the sand &#8211; &#8220;I have to know this- before I buy or get started&#8221;.  This is a big sand trap to new salespeople or new business owners.  <\/p>\n<p>You can answer their questions until both of you vomit from information overload; when the underlying issue is that you didn&#8217;t connect with the person on an emotional level and discover their emotional reasons for buying or taking action.  <\/p>\n<p>Human beings make their purchase decisions from an emotional place FIRST, THEN they justify or rationalize their decision.  And this is why we have the phrase; &#8220;Facts Tell &#8211; Stories Sell&#8221;. <\/p>\n<p>Live With Intention,<br \/>\nBill<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Nothing will ever be attempted if all possible objections must first be overcome.&#8221; Samuel Johnson, 1709-1784, Essayist, Biographer and Poet Beware the paralysis of &#8220;anal-ysis&#8221;. All too often prospects, customers will draw a line in the sand &#8211; &#8220;I have &hellip; <a href=\"http:\/\/www.drbilltoth.com\/?p=486\">Continue reading <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[29,119,32,27,117,118,43,30,125,42,28,36,126,31],"class_list":["post-486","post","type-post","status-publish","format-standard","hentry","category-personal-development","tag-author","tag-bill-toth","tag-business-coach","tag-dr-bill-toth","tag-drbill-toth","tag-drbilltoth","tag-entrepreneur","tag-father","tag-julie-toth","tag-leadership-development","tag-morning-moments","tag-neurolinguistics","tag-nlp","tag-speaker"],"_links":{"self":[{"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/posts\/486","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=486"}],"version-history":[{"count":1,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/posts\/486\/revisions"}],"predecessor-version":[{"id":487,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=\/wp\/v2\/posts\/486\/revisions\/487"}],"wp:attachment":[{"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=486"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=486"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.drbilltoth.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=486"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}