//SBE 10-05-2012: 14 = signup edited 2Mar13 by MD
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I don’t get this part about going with the selection they liked the least. I know we discussed this in Boot Camp but I’m realizing I still don’t get it.
When you ask the question of someone who is looking at 3 choices, which one do you like the most? You are entering a confusion. The prospect is thinking to themselves, I kind of like all 3, maybe I’ll go home and think about it before I make up my mind. Ask them which one they like the least and you are giving them control. You are reducing the amount of choices they have. They become somewhat empowered. Now that they have eliminated 1 they are only left with the choice between two. The key point is giving them personal control over over the matter.