Greetings, friend, entrepreneur and fellow business builder. I'm marketing master Jim Ackerman and this is your 32nd marketer tip of the day. As we wrap up our series on how to think like a customer, we really want to get down to the root causes of resistance and how to overcome those things. And so I'm going to ask you to ask yourself several different questions. Number one, what is it that would make my customer resist my marketing efforts, my sales efforts or the offers that I make to them? Ask yourself that question. It's important. Ask yourself further, what are the move now pivotal discomfort factors? In other words, those deep, emotional and usually unspoken drivers that make the person want your product or your service. In fact, what are the automatic hold on pivotal discomfort factors? Those deep, emotional, yet unspoken drivers that make your customer want to avoid taking action or avoid buying your product or service, even though they're relatively convinced that it's something that they really should do. Once you've got the answers to those things, ask yourself the next question, which is, if I were a customer, totally unfamiliar with your product service or industry, what would it be that I was afraid of or nervous about coming in, things that I don't know or unsure of that would keep me or that would, I would need to have explained to me clearly in order to lay my fears and move forward to make that buying decision. And then finally, if I were a customer or prospect, what would I need to hear in terms of the advertising in terms of the offers, in terms of the sales presentation in order to get me to yes? If you can answer all those questions, then you have a good chance of crafting a sales presentation that will in fact get your prospects all the way to yes and you'll make a lot more money. If you want more information about how to think like a customer, please accept a gift for me in the form of my think like a customer matrix. All you have to do is click the link in the doobly-do below and I will send it to you, yes, absolutely free. Don't forget to subscribe to the channel, share it with your friends and tell them all about it. And that is your 32nd marketer, tip of the day.