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  CONTENTS >> OLDIES BUT GOODIES   Jul/Aug 2011
 
EXECUTIVE SUMMARY

"My Products Are Too Expensive..."

How to Change Disempowering Beliefs, One Story at a Time

By Tom Schreiter



Distributors often believe that prospects make their buying decision based on price. Will it be hard to change their thinking? Not if we use stories and examples. Let's imagine that I'm a potential leader, but my belief that the products are too expensive is holding me back from making progress. You want to change my thinking from "the products are too expensive" to "the products are affordable because prospects really want the benefits my products are offering." Once you take note of my distributor thinking, it's easy to overcome it—not with a lecture, but with a real-life story.
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