In one of my London workshops, I said:
“In order to participate or take control of a conversation, you must disagree with the other person.”
Why? Because if everyone agreed, it would be a boring world. One person would talk, and everyone would just nod their heads and agree.
This means you should never tell prospects they have bad jobs. If you do, the prospects will disagree and defend their current jobs or opportunities.
Instead, always mention how wonderful their job or opportunity must be. Now they will disagree and tell you how awful it is … and you have created a great prospect.