When a prospect gives you a positive response,
Make sure you double-click on it.
If they say “That’s cool!”
Respond with “Totally, what exactly excites you there?”
If they say “Love it”
Respond with “Great, what specifically do you love about it?”
You want to stay in that positive world as long as you can and extract as much detailed positive information as you can.
Trust me, It will help you a ton down the line when you need to re-build that excitement.
