We scare our prospects.

09 October 2022

Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.

How can we make this better for our prospects? By building better rapport first. How?

By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better, we could turbo charge this tip with these 3 magic words in front of the fact. “As You Know”

If we use a fact the prospect already knows, and we tell them they know, it’s a home run.:

• " As You Know Commuting to work takes a lot of time."
• " As You Know it is hard to save money when things are so expensive."
• " As You Know Many people have a dream to own their own business."
• " As You Know A four-day week would give us longer weekends."
• " As You Know inflation going up is making everything more expensive."

When we say phrases like this, we can see our prospects exhale and feel relieved. This will make the rest of our conversation go much better.

Humour

I opened a lovely bottle of red wine at 7pm last night. The label read consume by 2023 ...... I finished it by 1945.

Cashier to customer: Sorry for your wait.

Customer: You're not so slim yourself mate.

Back

Comments