Dan Henry

They don't like to work with reactive people.

So one of the best advice I can give to people is when somebody does something like that, don't react.

Don't make it a big deal.

If you don't make it a big deal, it won't be a big deal.

I love this question so much because even though I've written a very popular book on one-to-one selling, I hate one-to-one selling.

I like selling one-to-many, okay?

It's just like a higher level of selling, right?

Because like you said, the guy who crossed his arm, I would be like, I don't want to work with this guy.

There's four things that you can mention at the very beginning of any talk.

First thing you mention is family.

Second thing you mention is occupation.

Another thing you mention is hobbies, recreation.

And then the final thing you mention is money.

You want to mention the money last.

So you'll notice when we started talking, I mentioned that my father didn't get paid his worth.

I said that I had an occupation delivering pizza.

I mentioned that I couldn't do my favorite hobbies.

And then I mentioned that I was only making 500 bucks a week and I wanted to make more so I could retire my dad.

When you mention family, occupation, recreation, and money, almost every person can relate to these things.

They can always relate to family because everybody has family.