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Michael Angelo Caruso
Have you ever noticed that when a photographer says, “Smile!” that the smiles people make end up looking a little fake in the photo? Smiling, although natural, can be complicated. That’s probably why we don’t do it more often, even when we’re being photographed.
When asking questions of prospects, it's important to think ahead. In many instances, sellers worry too much about getting the right answer and not enough about asking the right question. Thinking a few steps ahead can solve a lot of problems before they happen.
Everything we do has rewards and consequences. You can control various forms of pleasure and pain if you understand the linkage between thoughts, emotions, behavior, and reward. Thoughts, for example, usually lead to emotions. Emotions drive behavior. Behavior determines reward. Do you have complete control over your own thoughts, emotions, and behavior?