Please find a range of blogs below:

Are you talking at only Level 6 to your prospects?

Discover: “The Six Levels of Communication”. For this one minute video on the 6 levels of communication, click here:  Don’t sell features. Don’t sell benefits. Instead, base your sales presentation on your prospect’s most pressing problem.  Then you’ll have your prospect’s attention. You will probably have an idea of the problem. So, if you ask your prospect using these 3 magic words, they will definitely feel more comfortable about giving you... Read full article

"How Do I Handle Objections?"

How do I handle objections? What do I say when they want to think it over? Is there anything I can say if they don't believe me? Why are they sceptical? What can I say if they don't have any money? And the answer is: "Nothing." Have you ever won a political argument? Of course not. People's minds are already made up. It is the same with objections. You would need a really high level of skill to turn these objections around, and most professionals don't have this level of skill. But this isn't the problem. The... Read full article

There Are Two Types of Prospects – How Can You Tell the Difference?

Type 1: Those that look for reasons why something will work. Type 2: Those that look for reasons why something won't work. This is a great thing to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them. Ever since I decided to only coach or speak for organisations that were serious about putting into action the skills I teach, the results and referrals have been flooding in. We cannot help lazy people if we are in the coaching or advising business. So be... Read full article

Where is the best place to meet new Prospects?

People often ask me “Bernie……. Where is the best place to meet new prospects?” How does this sound? Go to places where people are spending money to improve themselves. Makes sense. So where would you find places like this? Here is a starter list. * Night school and continuing education classes. People are spending money to learn new skills to enhance their careers. * Health clubs. People are spending money to improve their bodies. * Investment lectures. Real estate seminars and stock-investing seminars come to mind. *... Read full article

How To Prepare For A Meeting With A New Prospect

Meeting a new prospect for the first time can be stressful, since you want to make a good first impression and assure your potential client that you have their best interests at heart. Sometimes nerves can get the better of you and you’re left looking nervous or unprofessional, which can cost you business. So how do you ensure that you can speak with confidence to new prospects? These simple tips will have you sounding like an expert presenter at your next meeting. 1. Prepare Properly If you do your homework, then you’ll know what you’re talking... Read full article