Dean Graziosi explains a sales technique: ask prospects to write down their best year one year from now, then obsess on that vision instead of problems. The shift from obstacles to possibility becomes the persuasion.
Ask people to think, if it was one year from today and it was the best year of your life, what does that look like? In most cases, people are asking you to solve their problem because they don't have a compelling future. When you push them to look ahead a year, pretend it's the best year of your life and start writing down what that looks like. You are bribing them. You are tricking them into writing down a compelling future. After they write it down, have them obsess on focusing on that. Not everything that could go wrong.
