Value profiling is easy, fun, and profitable because people love to talk about themselves! They will gladly tell you their hopes and dreams. Now in making your proposal, the key is not to simply make the right points, but to tie them into the hopes and dreams uncovered during the value profiling stage. Most importantly: never, ever, expect the person to make the tie-in between your proposal and how it's what they've been hoping for. Often he or she won't make the connection! You need to clearly connect the dots for him or her. Activate the hope trigger by showing that the present isn't permanent - there is a better way.
Perth, Western Australia