Since the first salesperson was selling stone wheels thousands of years ago, a salesperson's favorite word was—and always will be—"Yes."

However, I believe a salesperson's new second favorite word should be "how."

If someone asks you, "How?" it means you've struck a nerve and sparked some curiosity.

Moreover, inspiring people to willingly ask for information is much different than force-feeding them, even if information is what they need.

By stimulating the natural curiosity in their brains, however, absorption and retention increases.

The other key component of "how" is time. When your prospects ask, "How?" they're giving their time to you as the presenter.

The following is a list of the top seven elements that can have a positive or negative impact on your probability of hearing "how."

1. A relatable protagonist

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Joe Collins is a facilitating consultant for Corporate Visions.

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