The Importance of Fishing Hooks in a Conversation

Armand: I like to call these fishing hooks to my team. What are some fishing hooks in a conversation that you can latch onto? And the number one, like sort of motto, I guess you could call it that I have with prospecting is don't prospect to make sale,. If we're really just trying to have a conversation with the person. The first thing with that objection is you acknowledged what the person said to you. And then you sort of got above the objection. Step number two, incentivize them to share more. Step number three, sell the product not the product.