Prospects are reactionary. Most of their decisions are simply reactions to what we say and do.

Want an example?

I walk outside into the parking lot, and I give a stranger $100. Will the stranger react?

Of course. He might say something like, “I won the lottery! Do you have any more?”

Now, imagine that I walk outside into the parking lot, I meet the exact same stranger, but this time I do not give him $100. This time, I give him a punch in the nose.

Will the stranger react?

Of course. He might say something like, “Oh, that was rude. Was my nose in your way?”

One stranger.

Two totally different behaviors.

Did the behavior of the stranger have anything to do with the stranger? Or did the behavior of the stranger have everything to do with what I said or did?

Bottom line:

If we don’t like the behavior of our prospects, all we have to do is change what we say and do. They will react to us.

That means sponsoring and selling is within our control.

So stop blaming prospects. Instead, let’s learn what we can say and do to get them to say “yes” when we talk to them.