Dan Henry

That's when all objections become irrelevant because they want desperately to see that primary driver actually become a reality.

So most of what you're going to do on a sales call is just ask questions until you understand, okay, here is what the primary driver is, and then you can speak.

What I try to do in a mass setting is use example stories that will cover all the bases, right?

There's gonna be some people in the room that want love and there's gonna be some people in the room that want status.

So all you have to do is cover both.

This is a misconception.

Not every person who's listening to you talk is gonna resonate with every single thing you say.

But you can do it in a way where you hit multiple, like for instance, if you're a man, right?

And you're speaking from stage or you're speaking in a webinar,

there's going to be women who are naturally going to want to buy from another woman more than they're going to want to buy from you.

So I'll give you an example.

This is a story I tell on a lot of my webinars.

It's my almond milk story, right?

And this is such a famous story if you're in the Henry-verse that people bring it up all the time, right?

So I like to open talks with this.

So I tell this story about how I come home one day and there's this big, huge...

jug of almond milk, probably this big.

And I was like, why is that?

And I knew it was almond milk because we don't do dairy, right?

And so I'm like, why is there a big thing of almond milk here, right?