How to Coach Yourself and Others Beware of Manipulation | Page 272

Financial Planning Service





•Are you tired of market volatility yet?
•How much money have you lost in the stock market?
•How many of your investments totally safe?
•How much money can you afford to lose in the stock market?

Insurance





Do you ever lose any sleep thinking your insurance might not be up to date?
Do you know anyone who has suffered from too little insurance coverage?
Are you 100% confident that you have enough insurance coverage?
What's the worst thing that could happen if you didn't have enough insurance?

Outer Ring.
This is where the seller puts the handcuffs on the prospect, using the prospect's own words to trap him
into the sale.
As you can probably see from the table, any answer that plays to the seller's agenda puts the prospect in
a trap, a "double bind." In other words, no matter what he says after that, he can't win. He either has to
agree with the seller or back down from the statement he just made. (Of co W'6R