Blogs

Please find a range of blogs below:

From “hi” to keen prospect in a minute.

​ Accepted social conversation sequence: #1. What is your name? #2. Where do you live? #3. What do you do for a living? At networking events. #1. Let me tell you what I do. (Data dump.) #2. What do you do? Problems are 10x the power of solutions. “I show people/companies/salesmen how to ______ .” Technically correct, but no rapport enhancement. “Well, you know how … problem … solution.” (Declarative.) “Have you ever noticed this situation? I solve that situation.” (Question. Longer... Read full article

I blame my astrologer.

If my astrologer, John, was any good, last year he would have seen the 2020 "virus asteroid" passing through the rare alignment of Saturn and Pluto. Guess his Nintendo addiction is decaying his mind. Or it could be his six-pack-of-beer-before-noon addiction. Anyway, John didn’t warn me that communication with prospects was going to get harder! Maybe I should switch to John’s mom, who is a fortune teller. Yeah, maybe I’ll plan my marketing based upon fortune tellers. Sounds like an equally moronic plan ... I’d better stop with the... Read full article

Make things simple.

What does this mean? Here was a company’s description: "We design, build, and run in-house, bespoke Leadership Development Collaborative spaces, creating a unique digital Community of Practice for organizations." Do you know what they do? I don’t. But maybe their target audiences are people that talk like this and understand their language. But this could be how we sound to our prospects when we get excited and talk about our business. It is not what we say that counts, it is what they understand and remember that counts. So how do we... Read full article

What to say to complainers.

When a team member complains about something, simply say, "And what solution would you propose if you were a leader?" This teaches team members to solve their own problems and take personal responsibility for their business success. What holds us back. The only thing between where we are now and where we want to be is ... what we don’t know yet. Don’t let others tell us that we are not motivated, that our goals are too weak, or that we don’t care. That isn’t the problem. As we learn what we don’t know now, we will get... Read full article

Negative people?

​ Look for people with problems. When our prospects say they have a problem, ask this: "Do you want to do something about it?" Our prospects have two possible answers. 1. "Yes." Easy. Now we can offer our solution. These prospects want what we have to offer. 2. "No." Prospects seldom say "no" outright. Instead, they list their excuses, issues, doubts, problems, they change the subject, and well, we don't have to deal with these prospects. Simply move on. I like asking this question, "Do you want to do... Read full article

Handling objections more smoothly

What doesn’t kill us makes us stronger. But a lot of stuff can kill us! There is no glory in handling objections. The true professional prevents objections. How? By avoiding words and phrases that trigger objections in our prospects’ minds. For example, the fees objection. We don’t see people walking down the street, and all of a sudden, they throw up their arms and yell, " The fees are too high “Doesn’t happen. It is the same when we talk to people. For this objection to occur, we must have done something to trigger it. Did... Read full article

Why our prospects make snap decisions

The human mind is designed for survival. It has to keep us alive. To do that, we make quick decisions. For example, a car is speeding towards us. We want a quick decision to jump out of the way, right or left. We don’t want to order a mathematics book on Amazon, figure out the current speed, the probability of contact, etc. We will die. Thinking? That comes much later. And that is why we need to talk to the subconscious minds of our prospects to get instant "yes" decisions. Later, after we get the "yes" decision, we can do a presentation... Read full article

Self-development or shelf development

​ A great question to start our mornings. "Will I learn something new today, or will I stay where I am?" Harsh. A lot of people buy self-development products and they end up on the shelf as shelf development. I have a habit that makes that decision automatically. The first thing I do every day is ... read something new. I like books. I can discover in a few pages something that may have taken someone ten years to learn. For others, they may prefer to learn by audio. Personal choice. I read faster than I listen, so I like to save time by... Read full article

Personal Referrals is better than advertising

Which is more powerful? 1.     A Facebook ad to strangers? 2.     A quality referral from someone we helped? The answer is obvious. A quality, pre-sold referral is a great prospect. Cold leads treated like sheep, pushed into funnels, sorted and sold to ... seem like a waste of time in comparison. But investing time in getting quality referrals will give us a great return for our efforts. Oh. So that is how it works. Our Job or suppliers’ companies know they can't build a strong business with social... Read full article

How to pre-sell our ideas and make our life easier

​ A great question to pre-sell prospects. "Do you think continuing with the same problem and pain is OK or do you think it’s time to address this? Most prospects will immediately attach themselves to wanting to solve the problem. Continuing to struggle with XYZ doesn’t sound as appealing. Want to make presentations a lot easier? Ask this question early in our conversations with prospects: "So why did you decide to look at over coming this problem?" Then let our prospects "sell themselves" on the advantages of... Read full article

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