Please find a range of blogs below:
21 July 2024
Who is going to make the sale?
The Professional Advisor?
Or, the prospect?
One quick way to get the advantage is to let the prospect do most of the talking. If the prospect talks more, and we talk less, our chances of success are greater.
Unfortunately, if we do most of the talking, and the prospect doesn’t, our chances are slim. Ouch.
Now, that doesn’t mean we don’t talk. But it does mean that when we talk, we should use proven words and concentrate our message in a few short sentences. Then, our prospect will talk, feel great, and...
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14 July 2024
Here is the biggest obstacle to our business … us.
We get programmed by teachers, parents, friends, the news, TikTok, astrology, and yes, even fortune cookies.
Unfortunately, most of this programming tells us to stay small, don’t take chances, fit in with the crowd, don’t think too much, and stay where we are.
Breaking free is hard. We have to associate with different voices … oh.
We must see opportunity while others see only risks. This is easier with a support team of people moving forward.
Where can we associate with more...
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07 July 2024
When in doubt, tell a story. Stories are easier for prospects to process in their minds. It is a natural way for them to learn new things.
Humans like short stories and presentations. They hate long stories and presentations. Short is always better than long. If prospects want more, they will ask.
Prospects love hearing about our failures. They find it so interesting.
Give prospects a chance to opt out of the conversation early. This reduces their stress and guarantees that we have prospects who will listen to us.
Facts push people into the analysis side of the...
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30 June 2024
The three questions
Instead of doing an information dump on prospects, we focus on the three basic questions our prospects want to know about our business.
Don’t know these three questions? Here they are:
Question 1: “What kind of business are you in?”
Question 2: “How can you help me with my problem?”
Question 3: “Exactly what outcome can I expect if I work with you?”
The long, old-school sales presentations of the past are history. In the TikTok generation, we need to get to the point now.
And why...
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23 June 2024
I got rid of my presentation book and learned to simply ask:
“What would you like to know first?”
Then I listened and answered only the questions my prospects wanted to know.
This turns off the salesperson alarm in our prospects. Now they can hear all of the good things about our business without prejudice.
I Wish They Would Have Told Me This 26 Years Ago.
We are in a commercial business, not a social chit-chat club.
That is why when we talk to people using social language, we talk, we show videos, we read flip charts, we look at web...
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16 June 2024
Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.
How can we make this better for our prospects? By building better rapport first. How? By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better:
"Commuting to work takes a lot of time."
“It is...
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09 June 2024
When prospects go “off track” and we want to move forward with our offer, we need some soft phrases. Examples?
“Some things feel more important than others.”
“I am not sure how important this is to you ...”
“We should spend our time talking about the more important things
We want to subtly redirect the conversation back to our offer without being pushy. Rapport is everything.
"How soon do you want to begin?"
When prospects tell us they want the benefits of what we offer, we can move the conversation...
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02 June 2024
Our prospects are sceptical about the best things we say. But … we can fix that. How?
First, tell our prospects what our offer cannot do. They will believe that. People have no problem believing negative news.
Second, tell our prospects what our offer can do. They will think, “You already told me something negative, so I think what you say is fair and true.”
Examples?
“Our investments won’t make you a millionaire overnight, but your investment can grow so you can quit your job earlier than you planned.”
“Our...
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26 May 2024
When I started my speaking and coaching career, I wasn’t very good. That is code for, “I was awful. I earned zero.”
You might be thinking, “You got what you deserved. You got paid zero because you got zero results.”
Fair enough. Accurate.
Now, technically it wasn’t my fault. I didn’t learn advanced communication skills in school, and my job did not teach me communication skills. So of course, my work produced continuous rejection and defeat.
My choices at that point?
Quit
Just be an inactive statistic
Take...
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19 May 2024
Everyone knows this is the most important question to our prospects. But what answer do they want? What are they most interested in?
Here’s a choice:
Please tell me about the benefits you offer. I want more benefits in my life.
I have a problem. Can you help me fix it?
Prospects will stop everything in their lives to hear a solution to their problems. When we talk about prospects and their problems, our message is heard.
So how do we know the most pressing problems of our prospects? Easy. We listen. And that is why Professionals who listen have...
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