Expert-Secrets full book

SECRET #10
THE 3 SECRETS
In a perfect world, you would present someone with your new opportunity,
you’d know what the Big Domino was, you’d tell an Epiphany Bridge story to
give them a new belief, the Big Domino would fall, and you’d have a customer
or follower for life. Sometimes that does happen. One good epiphany story and
they’re all in. Many times, though, once you change that big belief for them,
they immediately start coming up with other concerns. This is especially true
with more expensive opportunities and big life changes.
I’ve found that there are three core beliefs that come to the surface and keep
someone from buying, even if they believe the new opportunity is right for them.
1. The Vehicle: other false beliefs they may have about the
vehicle or new opportunity you’re presenting
2. Internal Beliefs: beliefs about their own abilities to execute on
the new opportunity
3. External Beliefs: false beliefs they have about outside forces