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a fear because of the words you say now when I first started with you I I mentioned comparing selling to an art form and the great masters using oil and canvas and we use words with people and every word you say has one of two effects on people either its a positive effect or its a negative effect and Im gonna really ask all of you that are participating to not use these eight words because I totally believe a person can be this close to saying yes or this close to saying no and all of a sudden they hear one of these words and the fear overwhelms them now the first word you dont want to ever say to them when youre telling them how much the product or service is is the words cost or price see because as soon as you say the cost is the price is their first reaction is its too much or we should shop around for a lower price now thats what cost or price triggers John the price of this vehicle is twenty eight thousand five hundred right away they go thats a little higher than I thou
