Please find a range of blogs below:
19 March 2023
Type 1: Those who look for reasons why something will work.
Type 2: Those who look for reasons why something won't work.
This is a great sentence to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them.
Easy but effective.
To get paid we need this skill - “Closing without being a salesperson”.
We get paid to close.
But we don't know closing skills when we start. And because some of us are ignorant about closing, we use embarrassing door-to-door sales closes from the...
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19 March 2023
Type 1: Those who look for reasons why something will work.
Type 2: Those who look for reasons why something won't work.
This is a great sentence to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them.
Easy but effective.
To get paid we need this skill - “Closing without being a salesperson”.
We get paid to close.
But we don't know closing skills when we start. And because some of us are ignorant about closing, we use embarrassing door-to-door sales closes from the...
Read full article
12 March 2023
Everyone knows that we don’t get paid until we close a deal, or as Solicitors, say, complete.
Sometimes we ask questions which are awkward, and we get ugly silences when we speak with our prospects.
Let’s take, for example, when we speak on the phone to make an appointment, we could say:
“Hello John, what are you doing at 3 o’clock on Thursday?”
John will pause and think ‘Oh my God, what is he trying to sell me? What does he want? ….. I’m already busy! ….. Does he know we just received our...
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05 March 2023
Well, you know how we all hate being sold to? Let me give you three tips which have made it easier for clients to trust.
Match the pace of the client speaking to us.
If they’re more abrupt on the phone, get to the point. If they’re more friendly and softly spoken, let them talk more.
Match the tone i.e., if they’re loud, speak louder. If they’re softly spoken, speak softly.
These three points are one of the reasons why 80% of people don’t emotionally connect with the people calling them.
This 2-minute video will demonstrate...
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26 February 2023
Well, you know how some of our clients sit on the fence and they continually want to think it over.
These 2 words will really be helpful – “Comfortable” and “uncomfortable”.
So…
Stage 1 – is to make our client feel comfortable that they have not made a decision.
Stage 2 – is to disarm them of their objections.
Stage 3 – is to make them aware of our concern.
Stage 4 – is to make them aware of their problem.
Stage 5 – if you use the following sentence below, everyone feels...
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19 February 2023
Q. Why do professionals or professions have critics?
A. Because these critics had a bad experience.
Sometime the critics tried something in their past that didn’t work out. That didn’t feel good, and criticizing others is part of their therapy. It reminds them not to try anything in the future.
As humans, we make many of our judgments based on past experiences. So, their criticism isn't about us. It is about their past. Not us.
We should expect criticism if we try to improve our lives. Critics have no incentive to criticize people sitting idle...
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12 February 2023
New business owners get irritated when I tell them their presentation has nothing to do with their prospect's decision. They argue:
But they have to know the name of the company.
They need to know about our latest products and services.
How can they decide without first seeing the fees?
We are the best. They have to know that first.
Our research can beat up other companies’ research.
Nobody decides until they first see the facts.
Our wonderful company video is what sells the deal.
My 3-D laminated flip chart presentation is what causes them to...
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05 February 2023
If we want our valuable racehorse to run its best, we would not give it coffee and cigarettes for breakfast. We would invest in the best food possible.
The same goes for our new business. If we want to grow a valuable business, we need to invest time and money into making it work. That means feeding our brains with new skills and practicing what we learn.
Our business can be the biggest financial asset in our lives. Let's do everything we can to take advantage of this opportunity.
Feeling frustrated?
Worried about people calling you back after our 27 phone...
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29 January 2023
So, I get this phone call. The Gentleman caller says:
"I want you to be my client/customer."
Nothing like starting with his needs to build rapport.
The caller went on about how he wanted me to change my electricity, sign up with him, how it would help his business, and never once asked me if I had a contract, if I was happy with my current supplier, or even if I had an electric bill!
Was his service good? Yes.
Were his service prices good? Yes.
But he had already set up walls with his sales pitch about what he wanted.
He was a "Solution...
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22 January 2023
He told me, “New clients is all about building relationships.”
I nodded.
And then he said, “That is why I’m using automated chatbots on my Facebook page.”
Head slap! Ugh! And he said it with a sincere smile.
I didn’t want to upset his delusions. I am sure in our next conversation he will be telling me about automated attraction marketing using autoresponders, and bonding over text.
Faking sincerity seldom works. People can sense if we are transactional, or if we really care. They know when we have good intentions.
How...
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