Blogs

Please find a range of blogs below:

I hit my hand with a hammer ...

​ Every action will produce a result. If we don’t like the result, then we should change the activity. For example, I hit my hand with a hammer. Ouch! That really hurts. Then, I do it again. I hit my hand with a hammer. Ouch! Ouch! Now my hand really hurts. I repeat. And guess what? Ouch! Ouch! Well, by now we get the picture. The action of hitting my hand with a hammer consistently makes my hand hurt a lot. If I want different results, I should do something different. Maybe I should have a cup of tea instead of hitting my hand with a... Read full article

How to take the pressure off our prospects.

​ A major subconscious mind program is “risk avoidance.” We make many decisions because we want to avoid risk. Let our prospects know that by choosing what we offer, they will lessen the risks in their lives. An example? “When you are trained in presenting, you won’t risk delivering a presentation you regret. “When you use our automatic referral system, you won’t risk your credibility when you ask for referrals again.” “When you use our retirement process, you won’t risk depending on the state... Read full article

What motivates our prospects to take action?

When we talk with prospects, we want action. If our prospects take no action to move forward, it is the same as saying, "No." There are two main reasons why our prospects will decide to take action. Pick the reason you think is more powerful: #1. They want something better. #2. They want to fix a current problem. If we try to convince prospects that they want something better, they will feel that we are salespeople. But if we attempt to help them fix a current problem, they see us as allies. Solving problems makes our messaging easier, and we will... Read full article

Less information and more conversations

​ A one-sentence micro story to tell ourselves when we are looking for new clients. "If you were a farmer and planted £1,000 worth of seeds, would you at least stay around until harvest time?" Many business owners quit after only one or two months of prospecting and going to Networking meetings. This micro story helps them have better patience. Too much information. There is no shortage of information and advice today. The challenge is to invest our time in quality, not quantity. It will take several lifetimes to read all the advice for our... Read full article

The "Ask a question" hook.

How do we take prospecting to a higher level? Here is the difference between a benefit and a hook. You decide which is the more powerful approach. Imagine we are a personal trainer talking to our workout client about exercise. We want to sell our nutrition. Approach #1: “You should buy this supplement. It will extend the benefits of this workout.” Approach #2: “How long do you want the benefits of this workout to last?” Approach #2 uses the “question hook” approach. The difference in results will be startling. And we can... Read full article

The chocolate mindset that professionals know.

We don’t have to depend on mental toughness to build a mindset for success. We have help. Here are some ways to get our brains to release endorphins, a “feel good” hormone: Exercise. Watching a good drama on television. Meditation. Dark chocolate. Now I don’t know about you, but it looks like I have a choice: Choice #1: Exercise. Choice #2: Dark chocolate.​ So, the next time you see me eating dark chocolate (and that should be often), remember that I am only doing it to enhance my positive mindset. Words we can change to... Read full article

How do we handle objections?

In the beginning, we get lots of objections. They are reactions to what we say and do. After learning a few basic skills, most of these objections go away. When people are sceptical about this, I give them an example. Let's say that we constantly get the “Too expensive fees” objection. Are we causing that? Well, we don't see people walking down the street, then suddenly throwing their arms up in the air saying, "It is too expensive!" So yes, objections arise as a result of what we say and what we do. But what should we do in the... Read full article

When we can't control our options.

​ Life isn’t fair. Bad things happen. Many times, our choices are limited. Sound familiar? While we can’t control the options we have, we can control which option we choose. This should make us feel better when we’re faced with challenges. Tiny question example. Q. "Do you find saving money from our salaries difficult? Would it be okay if we did something to make this easier?" The first sentence identifies the problem. The second sentence asks our prospects if they want to fix the problem or not. If our prospects want to... Read full article

Which words work better?

Can you ...?  Would it be okay if ...? (Better)   I would like to give you a presentation. Would you like at least one more option? (Better)   Well, what do you want to do? What would be easier for you? (Better)   Let me tell you ... Well, you know how ... (Better)   Maybe it isn’t our offer. Maybe it is how we offer it. Choosing better words will make our offers more attractive to our prospects. When frustration is good. If we wanted one quality to look for when prospecting, how about... Read full article

This quote isn't true.

​ We have probably all heard someone say, “We rise to the occasion.” What does this mean? I guess it means, “We instantly acquire new skills because we are motivated.” Uh, that’s not really true. Instead, maybe we should re-word this old saying to: “We rise to our level of skills.” Here is an example. The lion tamer at the circus gets food poisoning. We get named as the replacement. This is our big chance to perform. We are motivated. We are excited. We will “rise to the occasion” and become ...... Read full article

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