From the book 'Big Al Tells All – The Recruiting System' (by Tom Schreiter)

Work with your head – not with your hands.

Facts tell. But stories sell.

It is necessary to tell the potential customer or representative:

1. Most people buy this product. Since most people buy your product, it is the natural tendency of your future representative to join the majority.
2. The price of the product. The potential representative is constantly worried about being surprised by a high amount at the end, in short, they mainly think about the price. By telling them the price before the presentation begins, they are reassured and can listen to you as you present the features and benefits of the product.
3. The reasons why they would buy. By telling the potential customer the reasons why they should NOT buy, you have relieved them of pressure. This removes fear, and your customer or representative can focus on the features and benefits your offer provides. If you plan well, your reasons for why they should not buy are actually reasons why they must buy. In the example below, we secretly told the customer: Everyone buys the product, unless they are stupid or too poor.
4. Then it is only necessary to present the facts and let them decide. We must tell the customer that it is perfectly fine even if they do not buy, as this again frees them from the burden that is always present in sales. This means you have forced them to make an immediate decision. It also reduces the possibility of the most common customer response: I will think about it. The secret is to tell the potential representative these four things before you try to sell them the business opportunity or product. Sales example: Mr. Potential Customer, most people are excited about our shirt that delivers additional cosmic energy to the body and thus improves well-being. They always tell their friends about it. The shirt costs only €20. This is less than the average smoker spends in a month. You know, the only reason people don't buy this magical shirt is that they don't believe it really works, or they can't invest those €20. Anyway, let me explain how it works, you can also try the shirt, and if you like it, you can buy it and delight your wife with it. If you don't want it, that's fine too. Is that okay? The fear of loss is greater than the desire for profit.

   Summary from the book Big Al Tells All – The Recruiting System by Tom Schreiter