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When we tell someone what to do this happens.

They don’t do it.

Any parent knows this.

It’s called reactance.

We react against the loss of freedom instinctively.

Which means your influence is gone and you lose the person. In our case a potential client.

So what do you do instead?

You need to help people decide but make sure they understand they are making the decision.

Often this is done by presenting three options.

Option one do nothing and nothing changes.

Option two do it yourself and go through all the expensive and painful learning.

Option three allow us to do it for you.

Which of these will be easier for you?

The three option close is powerful because really there’s only one right choice, but the person retains the power to choose.