The two types of prospects – and how to motivate each type.
Type 1: Prospects who do things for themselves. You can motivate these prospects by showing them what your products or opportunity will do for them.
Type 2: Prospects who do things for other people. You can motivate these prospects by showing them how your products or opportunity will help others. (For example, a doctor may have plenty of money, but would like his relatives and friends to enjoy his higher income lifestyle.)

Thank you to Tom Big Al for yet another great tip