Please find a range of blogs below:
03 July 2022
I was teaching a workshop in Edinburgh last week and was asked this question. "Why do my prospects ghost me?"
Here was my answer. "Ghosting is not a paranormal experience. It is our prospect signalling to us he is not interested but is afraid to tell us."
What is a solution to this? To make sure we have a reason for a follow-up.
Let our prospects convince themselves.
We listen. We hear our prospects’ problems. Now, what would be a high-level way to respond?
"You know, it is okay to keep our problems and live with...
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26 June 2022
The purpose of business is to solve other people’s problems. So, the question should be, “How do I know what problem my prospect has?”
Answer: By listening. That is why the “talkers” have trouble building a business. How can we know what problems people have if we are doing all the talking?
Shy people? Great listeners. Awesome at finding out prospects’ problems.
Insane logic.
Single friends give us marriage advice.
Broke friends give us financial advice.
Employees give us business advice.
Friends who are overweight give...
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19 June 2022
Salesmen scare their prospects. Salesmen have an agenda and want to sell them something.
Nobody likes to be sold, but people love to buy.
So how do we get people to feel like they are buying instead feeling like they are being sold? By putting the control of the information flow in their hands.
When someone is giving a presentation, they are selling to us. When they ask questions, and they answer our questions, we are buying.
See the difference?
What question will change their perception of us?
"What would you like to know first?"
Instead of...
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12 June 2022
When we are brand new in business, and don’t know anything, everyone tells us “What to do."
We listen to guru speeches, motivational trainings, take notes at seminars, and feel great after the company conventions. Next, we listen to endless Zoom calls telling us even more things to do. Nice. We know what to do.
We don’t need any more lists of what to do.
We already know we should talk to prospects, close our prospects, follow up, be positive, have the eye of the tiger, post our goals, be an example … and well, we know all of this...
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05 June 2022
Step #1: Agree with prospects that they have a problem.
Step #2: Ask them about their current plans to fix their problem.
Step #3: Watch them squirm and make excuses and realize they have no solution.
Step #4: Ask the prospects if they would like us to share a solution with them.
Step #5: Watch our business grow fast.
Notice that we didn't show them a PowerPoint presentation or a company video. Instead, we got our prospects to make a "yes" decision to solve their problem. That is where the real decision is made.
Our presentations come...
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29 May 2022
"What would you like to know first?"
Instead of pitching and presenting, we put our prospects in the question-asking mode.
It’s easy. And it is polite.
Prospects hate a one-way conversation where we just talk at them.
So as soon as possible, ask the question:
"What would you like to know first?"
Our prospects will feel more in control of the information, and they will tell us exactly what they want to know.
Why prospects join.
If prospects joined because of information, companies wouldn't need us. They already have...
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22 May 2022
Here is the short story.
I cheat.
This takes two steps.
#1. Ask better starter questions. These will get our prospects to open up more. We want them to tell us exactly what they are thinking. This way we can serve them better. Examples?
"What would you like to know first?"
"What would you like to know next?"
"Why did you decide to start looking now?"
"What will happen if you could retire earlier?"
#2. Learn to listen. Our prospects will tell us exactly what we need to know. Prospects love speaking what’s...
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15 May 2022
"How we can" formula.
The three words, "how we can", makes prospects pay attention and listen to our benefits. So, when we describe our products, business, or advise use these words for better impact.
How we can:
Be the first one to retire in your peer group.
Have on going automatic leads.
Build family memories with a holiday of a lifetime.
Increase our investments while we sleep.
Improve our portfolio in just one meeting.
Protect our children from paying inheritance tax.
Understand when we can retire in one coffee meeting.
How to...
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08 May 2022
Of the four basic skills, rapport is #1. If we don’t have rapport, well, we have no chance.
Phrase #1: "Well, you know how." Great rapport builder.
Phrase #2: "Most people." Creates rapport and closes.
Phrase #3: "Would it be okay if." An easy close.
Add power words when talking with prospects.
Tested. (Seems credible.)
Proven. (No more scepticism.)
Endorsed. (Someone important agrees.)
Discover. (Gets their attention.)
Options. (They feel relaxed and in control.)
Think about. (Causes them to consider our fact...
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01 May 2022
The first Professional talks to everyone. No prospects. He thinks, "What a bunch of dumb prospects. My offer is too expensive. The economy is bad. This business is too hard."
The second Professional talks to the same prospects. The prospects react, "Wow! Tell me more!" They think, "What a great gold mine of prospects. Almost everyone wants what I offer."
The lesson?
Prospects are neutral. They don’t become a good prospect or a bad prospect, until they meet us. They make a quick decision based on the words we say.
If you...
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