16 October 2022
The conversation is simple. Just ask these three questions of our team members:
- Where are you now?
- Where do you want to go?
- What’s your plan to get from “here” to “there”?
The most common answer? “Uh, no plan. Do you have a plan? What would you recommend?”
We can then start a conversation to help the prospect/client on the next steps, as they realise, they have to take action.
"Instead."
Use the word "instead" when talking to prospects. Then they will feel better, as they assume they are already doing what we propose. Examples?
- "Instead of paying a higher rate, try our lower rate instead."
- "Instead of worrying about how to pay bills if you were ill, lets look at some safe protection options”
- "Instead of losing money in your current account to inflation lets look at options to get your money working harder for you”
Using "instead" makes it easier for prospects to make a change.
What would happen if we were flooded with prospects?
Our confidence improves. Our positioning improves. And we never stress about where our next prospect will come from.
This won’t happen automatically. We have to make this happen.
Make it a habit to learn a new word pattern every week, in no time you will be a pro.
If you want to super charge this process with one-to-one coaching, email me on bernie@berniedesouza.com
Humour
Put downs by comedians to hecklers:
- Sorry I can't understand what you're saying. I'm wearing a moron filter - Arthur Smith
- Your bus leaves in 10 minutes. Be under it - John Cooper Clarke
- What are you so angry about? Has the price of Play Dough gone up? - Henning Wehn
- Well, it's a night out for him and a night off for his family - Jack Dee
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