12 November 2019
Hi, Bernie De Souza here,
There are four steps to successful parachuting.
#1. Put on parachute.
#2. Get into airplane.
#3. Jump out of airplane.
#4. Open parachute.
If we get these steps out of order, we die.
It is the same in business. When we meet a prospect, we must go through four steps. These four steps are called the "four core skills."
Out of the 15 skills I teach, these four core skills are the ones we will use every time we meet a prospect. These are the first skills we want to master.
Now, everyone reading this should already know what the four core skills are. This is basic.
Let’s list the four core skills and put them in correct chronological order. Why?
Because if we get these skills out of order, we die. :-)
Here is the list of the four core skills. And yes, they are not in the correct chronological order.
Presentation
Closing
Icebreaker
Rapport
Can you put these in the correct order?
Explanation:
#1. Rapport. If they don’t trust us and believe us, nothing we say will make a difference. If we get this step right, everything else will be easy. If we get this step wrong, it is time to go home.
#2. Icebreaker. Once they trust and believe what we say, we use an icebreaker to introduce our business into a social conversation. A properly-formatted icebreaker will get our prospects to want what we offer.
#3. Closing. We get our prospects to decide if they want what we offer or not. Their minds make this decision first. If the answer is “yes” to what we offer, then we go to the next step.
#4. Presentation. This is the easiest skill. Our prospects already have made their “yes” decisions. Using our professional judgment, our presentation could last one minute or 20 minutes.
Humour
Tommy Cooper classics:
1. A man walks into a greengrocer's and says, I want five pounds of potatoes please. And the greengrocer says, we only sell kilos ... so the man says, "Alright then, I'll have five pounds of kilos."
2. I went to the doctor's the other day and I said "Have you got anything for wind?" So he gave me a kite.
3. Sometimes I drink my whiskey neat. Other times I take my tie off and leave my shirt out.
4. A man walked into the doctor's, the doctor said "I haven't seen you in a long time." The man replied, "I know, I've been ill."
5. What do you call a fish with no eyes? A fish.
6. A man walked into the doctors, he said, "I've hurt my arm in several places." The doctor said, "Well don't go there anymore."
7. Two cannibals eating a clown. One says to the other "Does this taste funny to you?"
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