Please find a range of blogs below:
26 December 2021
Over the last 15 years, I toured every part of China and Hong Kong, visited every major city, travelled with different translators and gave over 100 workshops/presentations. So of course, I decided to learn to speak Mandarin and Cantonese.
My plan?
Watch a few YouTube videos. Create a positive mindset. Catch a few Chinese movies. Set endless goals. Memorize some catchy phrases. Go to Chinese events.
And how did my plan work out?
It didn’t.
I am a total failure at the Chinese language. It seems if we choose to make stupid choices, and don’t take...
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12 December 2021
Profession victims complain, “I didn’t have a chance.”
But ask ourselves, did the professional victims:
Ever take a chance?
Ever look for a chance?
Learn skills so they could take a chance?
It is easier to complain than to take positive action. Many people default to the path of least resistance.
The fear of loss is greater than the desire for gain.
When talking to our prospects, sometimes the bigger motivator is what they will miss in their lives if they don’t join our business.
Maybe they will miss time with their...
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28 November 2021
Easy rapport-building opening words.
Most people.
Everybody knows.
Everybody says.
There is an old saying.
Makes sense.
Put these words before our facts, and then prospects will trust our facts more.
What words help us ease the tension after an objection?
As we know, we must start with agreement. If we disagree, it is over. We would be talking, but no one would be listening. Start with:
"I see where you are coming from."
"Makes sense."
"It’s okay."
"Of course."
These starter words will...
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14 November 2021
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...
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31 October 2021
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...
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17 October 2021
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...
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03 October 2021
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...
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19 September 2021
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...
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05 September 2021
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...
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22 August 2021
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...
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