Where the battle with your prospect really takes place.

28 October 2018

Well, it is not really a "battle," but we need to know where to go to work.   

If we are going in the wrong direction, it doesn't matter how hard we work, it's going to be ugly. 

So where does the "battle" occur in our business? 

In the six inches between our prospects' ears. 

The flip chart, the online video, the glossy brochure ... all are meaningless unless we recognize that we must go to work inside our prospects' minds. 

What do I mean? We have to fight to get our good information inside of our prospects' minds. These are tough battles. 

And if we don't realize this is where we should be working, then we are sentenced to a lifetime of useless presentations and rejection. That's a pretty evil sentence. 

Do you have the skills to fight these battles? Or, are you going to be a victim and complain that the prospects just aren't interested, too busy, don't have enough money, etc.

Here are just a few of the battles that we all must learn to handle: 

1. Your prospects aren't listening. They are thinking about work, bills, vacation, the dog, what's on television, how long you are going to talk, how much money they will have to spend, will the children call. Today, people have short attention spans. Which techniques will you use to stop the multitasking and thinking of your prospects so they hear your message? 

2. Your prospects don't believe you.  They don't believe people who have something which costs money, needs a decision and they do not fully understand. Which programs in their subconscious minds will you talk to so that they will believe? Are you competent in this skill? 

3. Your prospects are afraid of change. Change means risk and possible failure. How are you addressing this concern in their minds? Are you simply adding useless chatter to their conscious minds? Are you just hoping they will be different? 

4. Your prospects want to delay decisions as long as possible. They want to wait until it is "safe" to proceed. Are you simply using ancient high-pressure techniques that are quickly rejected? Or are you using "time-delay" word pictures or other effective techniques? 

Learn how to talk directly to the decision-making part of the brain. Learn how to create instant rapport and belief. Learn how to do our jobs.   

Start now. Let's stop filling time with ineffective presentations. 

Here is 3 simple steps to help, we will concentrate over the next few newsletters what to do and say.

Step 1 - What problem do I solve for my prospects? People pay for problems to be solved.

Step 2 - Who has these problems?

This will give you your target market, and also give you the type of clients who will pay for your services.

Finally - Step 3 - Where do my prospects hang out?

A Bit of Humour for You

Five best things to say if you get caught sleeping at your desk. From the vast source of trivia on the Internet: 

5. "I was doing a highly specific yoga exercise to relieve work-related stress. Do you discriminate against people who practice yoga?"

4. "Why did you interrupt me? I had almost figured out a solution to our biggest problem."

3. "The coffee machine is broken."

2. "Someone must have put decaf in the wrong pot."

1. " ... in God's name, Amen." 

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