04 December 2022
Q. "Do you find growing old really hurts? Would it be okay if we did something to stop it?"
- The first sentence identifies the problem.
- The second sentence asks our prospects if they want to fix the problem or not.
- If our prospects want to fix their problem, they have made a decision to buy. It is just that quick.
But, but, but … what should I say next? Won't they have more questions? Don't they need to know more?
Take a deep breath. Relax. If our prospects want to buy, and have made the decision to buy, they are on our side. Now they are looking for reasons WHY this will work for them, instead of reasons why not.
Not every prospect needs to know everything about our products or services. Some prospects will want to know a lot, others will want to know nothing.
So how do we know how much they want to know? Well, sometimes we have hints. Engineers and accountants may want to know more. A busy executive who just wants to solve health problems might not have time to listen to all the data, testimonials, and watch videos.
But here is a safe way to avoid talking too much. We simply give a minimal explanation. For some prospects, they are happy it was short. Other prospects feel they need more explanation. They will ask us more questions. Problem solved.
More examples?
Q. Hate commuting in traffic every day? Would it be okay if there was an option?
Q. Worried about having enough money in retirement? Would it be okay if we can share some solutions?
Q. Hate paying too much tax? Would it be okay if we discussed tax saving options with one of our tax specialists?
Prospects have lots of problems. Some of their problems can be solved by our products, services, and opportunity. Let’s give them the option to take advantage of what we offer.
There are two types of people in this world.
Those that learn and improve every day and go to the top.
And those that don't learn and improve every day and stay stuck where they are.
We are not talking about IQ or talent here. We are talking about the willingness to learn and grow. The people that go to the top are always learning and improving. They're constantly seeking out new information and new skills. They want to be better tomorrow than they are today.
What about the people that don't learn and improve? That stay stuck where they are? They're content with mediocrity. They're afraid of change. They'd rather do things the way they've always been done, even if it's not effective. Yes, they will be left behind.
If you have read this far, that's a good sign you want to go to the top. So, congratulations. You are on your way by learning something new every day.
Humour
A man and his wife walked into a dentist's office.
The man said to the dentist, "Doc, I'm in a big hurry! I have two friends sitting in my car waiting for us to go play golf. So, forget about the anaesthetic and just pull the tooth."
We have a 10am tee time and it's 9:30 already. I don't have time to wait for the anaesthetic to work!"
The dentist thought to himself, "What a very brave man asking to have his tooth pulled without using anything to kill the pain."
So, the dentist asked him, "Which tooth is it sir?"
The man turned to his wife and said, "Open your mouth honey, and show him".
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