all successful selling is by nature and necessity manipulative, and must apply pressure to get decision and action. - Dan S. Kennedy

Chiropractic: There are obviously a lot of different niches you could serve in this industry. But, let’s say for a moment that you serve the elderly demographic. You might think that they just want to be able to play a little more golf or keep up with their grandkids. Those things might be true and they’ll certainly admit to them. But if you go deeper, you’ll find that they want to be the envy of all of their friends who are falling apart. That’s the secret ego motivation that inspires them to find you. And further, they do NOT want to be put into a nursing home. That’s the secret fear that has them searching for you. Sell them abilities their friends don’t have and you’ll have them eating out of your hand.

The goal is understanding. To persuade someone, to motivate someone, to sell someone, you really need to understand that person.

Re. #3: Proof by demonstration is extremely important. I refer you to my “Wealth Magnet #11” (pp. 94–107) in my book No B.S.Wealth Attraction in the New Economy, and a book I coauthored with Chip Kessler, Making Them Believe, for in-depth information.