Dear subscriber,
I hereby give you…
… an absolute, irrefutable, unquestionable, just-don’t-argue-with-me fact:
Marketers and salespeople severely underestimate how guarded people are.
You do.
I do.
We ALL do.
People are always on guard; it’s just a fact. And we seem to forget that fact.
Listen, even at the best of times, people walk around with their defenses up.
Do you get that?
Listen, everyone is walking around with an invisible sign on their forehead that reads:
Don’t Screw With Me!
It’s that raw, primal part of us that is always on the lookout for threats.
Perhaps this primal instinct is a little relic from our days on the African Savanna, where every day was a game of survival. Back then, you had to be on high alert or else you’d end up as lion lunch. So, I guess that instinct stuck around, like a hangover that just won’t quit.
Nowadays, the threat of a lion chasing us down at chow time may be gone, but our brains didn’t get the memo. This primal part of us is alive and well.
Even in our modern, cushy lives, that ancient alarm system can still go off at the drop of a hat.
But if you think it only gets triggered when we are in fear for our lives, then you are more off-target than a Shaq free throw.
Get this in your cranium:
People Are ALWAYS On Guard; it’s Just a
Question of to What Degree.
If you want to see this primal instinct kick in, just walk up to talk to a woman at a bar. Or walk up to a stranger on the street. You’ll see their body immediately stiffen up and their eyes will widen and dilate.
But if you really want to see this primal self-defense mechanism operating at full tilt, then look no further than a person being sold something.
It is my contention that there is no more guarded person than a prospect who’s being pitched a product or service. And if it’s a high-ticket product, well, it’s even more obvious.
Hmm. This all sucks, doesn’t it?
Is there any way to bring down a prospect’s defense?
Sure there is. There are a few ways to do it, and I’ll be talking about these in the September issue. But one of the very best ways to bring down their defenses and resistance to being sold is by sincerely asking them the following question:
What’s Up Your Arse?
Ahem. I’m sorry.
Look, you may have noticed that recently I’ve been a little looser with my words and a tad more silly than normal. I’ll admit, it’s been a little unprofessional, even by my standards.
But don’t blame me. It’s not my fault.
Then whose fault is it, you ask?
That’s easy:
It’s YOUR Fault!
You and all my subscribers have forced me to slave over the topic of humor for the last few weeks.
It’s made me go a little nuts.
I’m trying to be serious here, I really am.
Whatever.
Now, as I was saying, one of the best ways to bring down a prospect’s defenses is by, well, I’ve tipped my hand, haven’t I? It’s by using humor.
How about that for an anticlimax?
Well anyway, I recommend you use humor, not Papa Maverick’s style of humor. You want people to like you, remember? Yes, do as I say, not as I do.
Now, in the August issue, I show you how I come up with my similes and analogies, and it’s simple to put your own unique style of humor into them. Plus, I reveal the secret to humor (yes, there’s a secret)
OK.
I’ve done talked enuff.
If you’re thinking of getting this issue, you are really pushing your luck!
Why?
Cuz time’s nearly up on this one.
If you want it… boogie over here: https://kelvindorsey.com/mavericks-inner-circle/
Your friend,
Kelvin
Email Marketing Maverick
