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head over to cinder.com which is spelled s y n d e r dot com at cinder cinder.com for your free trial right now another metaphor for taking someone down the straight line you might have heard mentioned this briefly i've never really dug into this content before publicly right i call it the scales the idea that on on some level there's like this scale in a prospect's mind so watch so if this is a scale those old-fashioned scales right this is your called your you know your bar your balance ball right your bar right and every
sk sail has what scale has called a fulcrum and the focus is that point right here in the middle right and the focus is what's balancing either side right so imagine when someone enters the encounter right they typically enter an encounter with preconceived notions right they're not absolutely certain they're not absolutely uncertain it's somewhere in the middle based on everything they've seen heard you know experienced themselves or just heard of the corner ear and their mommy or that they come in with preconceived notions so those preconceived notions let's write that down here free conceived notions
and i still have the worst handwriting in the world even with certification right preconceived notions okay so watch those preconceived notions manifest themselves in what's called having logical reasons to buy now there's actual reasons that they run through their minds logical reasons as to why it makes sense to buy now and the operative word there is now okay so these plus pluses represent your logical reasons to find out and also there's always this emotional component so you also have these emotional reasons to buy now and i'm just and by the way i'm just i'm just
stacking them up here i'm just giving you a visual who knows how many they really are it depends on the situation and on the person but there are these reasons to buy now right and conversely they also enter the encounter having skepticism this have reasons not to buy now and these could be logical reasons and emotional reasons right and in the in the beginning based on someone's preconceived notions right these could be balanced somewhat they could be slightly weighted towards the positive slightly way towards the negative but all things be equal you know with a
really big scale if this slightly outweighs this or this slightly it's not enough to really tip it it might be like it might go like this a little bit but it's not going to fall down and so what would be a hard yeah let's do it is if this outweighed this and bam this went down and fell like a seesaw this went up right that would be someone say yeah let's do it the same the scale collapses yup let's do it right conversely if someone has all these reasons not to do it and very few
too that's like a hard no it boom it collapses no not as hot and it's basically just you know they're not even in the game right most of the time what happens is you end up somewhere in the middle they have reasons they want to buy reasons they don't want to buy there's both sides of the equation right so what's happening here is now let's draw a little mini straight line up here this is your open this is your clothes right as you move someone down the straight line from the open to the close everything
you say everything you do what you're really doing is you're knocking out negatives knocking out negatives building up more positives building up more powers with each pattern you run everything you get it you're constantly you know as you move closer and closer you keep knocking this stuff out until you knock enough of it out and air enough positive bam the scale falls and boom they say yes let's do it and interestingly enough it could be like this one last thing that you said that gave the scale just enough weight or one last negative you took
out and and it tips over and you got yourself a close progress is being made the whole way through it's just not apparent and one of the things that really you know it dejects sales people is they don't realize they're making prospect uh they're making progress while that prospect is hitting them with objections you are you're making massive progress it's just below the surface it's not visible yet but when you're running this strategy and you're running your loops you're moving down the straight line you're building up positives means you're saying the reasons why they should
buy all the good things removing seeds of doubt knocking out the negatives right and eventually it's that one thing bam the scale drops and they bought [Music] you
