Dan Henry

that conquer those objections as they happen.

Because you can't just say something and it makes sense automatically.

You have to break things down, right?

And so when you make a point, people are gonna think, well, that makes sense, but... And then you say something else.

And they go, well, that makes sense, but... And then you say something else.

And they go, well, that makes sense, but... And all you have to do is fill in the blanks until there's no more buts.

And so when somebody has a belief,

The belief is something happened to them.

They had some common experience that most people have.

And because of that experience, they don't believe this thing will happen.

And I'll go back to Jordan Belfort for a second.

He famously said that people do not buy for three reasons.

They don't buy because they don't believe you, they don't believe in your product, or they don't believe in your company.

However, there is a fourth reason, Dan Henry says, there's a fourth reason people don't buy.

They don't believe in themselves to use your product.

And especially when you sell any sort of consulting, coaching events, people oftentimes believe in you, but they don't believe in them.

So a lot of what you do has to be getting them to believe in them.

Let's say I'm showing you something and you think it's hard.

You think you're not capable.

You think you're not special.