Silencing my critics.

When I started as a coach and speaker, everyone was a critic.

Why give a career in the Royal Air Force? its solid, you get a pension.

I wanted to silence my critics with my success.

Unfortunately, it took a lot longer than I expected.

I started my career with incompetence, and when that didn’t work, I worked even harder doing more incompetent things. Yes, I doubled my daily output of stupid activity.

How did that work out? Not well.

My results only improved when I learned new things to say. It was a humbling lesson. I couldn’t just use willpower. I had to learn to say better things.

Learning new things to say is easy for humans. Our minds are designed to look for patterns. We try to find patterns in everything, even when there are no patterns.

We can experiment our way to finding a winning pattern. How?

Use one opening sentence with every prospect we meet for a week. Notice how our prospects react.

Then, use a different opening sentence with prospects the following week. Notice how these prospects react.

See a pattern? We should.

Let’s look at an example.

I want to sell life insurance to prospects. I ask prospects what they do for a living. In reaction, they will ask me what I do for a living. Now I can test my answers to see which answer gets the better results.


Week #1:
Prospect: "And what do you do for a living?"
Me: "Well, you know how we need to look after our family when we are not around ?"

Week #2:
Prospect: "And what do you do for a living?"
Me: "For example ,lets imagine we cannot work for a long time could we cope ..."

I will pick up the pattern that the answer for week #1 performs better.

Trial and error works. But it works very slowly. We can accelerate our learning by reading a book or listening to an audio. Learning from other people’s experiences is more efficient.

So what do we want to test? Here are a few ideas:

  • First sentences.
  • Closing statements.
  • Our benefits.
  • How to get referrals.
  • How to motivate.
  • How to change mindsets.
  • And more.

The good news is that we will always be getting better.

We are going to deliver a free 20-minute webinar on first sentences how to connect and reach people with trained words. So, no more clumsy trial and error efforts.

Please email me if you are interested, once we have collected names, we will give you a date for the training.

Have a great week.​


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