Play Solid Game

Yesterday Solid asked me on our call about what to do/say in a follow-up/closing conversation--and I realized we hadn't figured that out yet! So I started reading some of my favorite books for the answer. In reading about Mid-Game and End-Game in The Mystery Method, I ran across the following. Mystery is talking about LMR (Last Minute Resistance), but it is amazingly applicable, of course, to reasons why you may not make a sale (or encounter objections), when everything seemed to be going to well. PUMA translations in [green].

Play Solid Game

Her emotional circuitry is designed to select for a high-value man whom she trusts and with whom she pairbonds [the same is true for us--a prospect needs to value us and trust us]. If your game is tight, last-minute resistance will be greatly reduced as an issue. So examine your basic game:

• Are you a healthy, ambitious, socially comfortable person?
• Do you convey a lack of neediness at all times?
• Have you otherwise demonstrated value via preselection [they know that other people have worked with you--this can be fellow associates, it doesn't have to be a downline "team" (they won't know the difference)], the leader-of-men switch (social intelligence and social proof), emotional stimulation, frame control, and so on?
• Has she chased [qualified] and otherwise invested in the interaction?
• Have you been compliance testing? Do you have kino escalation and compliance? [Sorry, haven't figured out an analogy for kino (touching)!]
• Does she feel that she has earned your interest? [Again, qualifying/proving herself--understanding that you don't just take anyone.]
• Have you built comfort and trust, and a sense of connection, over seven hours [not sure that it takes this long in network marketing--haven't tested it] and several venue changes ["venue" changes include your advertising, your initial conversation, the presentation, and the follow up]?

P.S. Use of the term "Solid Game" has nothing to do with my pal, Solid. :o)