How I learned "mind-reading" ninja skill

Here is the short story.

I cheat.

This takes two steps.

#1. Ask better starter questions. These will get our prospects to open up more. We want them to tell us exactly what they are thinking. This way we can serve them better. Examples?

  • "What would you like to know first?"
  • "What would you like to know next?"
  • "Why did you decide to start looking now?"
  • "What will happen if you could retire earlier?"

#2. Learn to listen. Our prospects will tell us exactly what we need to know. Prospects love speaking what’s in their minds. We learn to say things such as:

  • "That’s interesting."
  • "And then what happened."
  • "Uh-huh. I see."
  • "Oh really?"

Don’t worry. Prospects will talk and tell us everything we need to know.

Talking AT prospects and doing long monologues, videos and PowerPoints are so … 1970 door-to-door peddler methods. Today, prospects are more educated. They have something called the Internet that has all the facts and information they need already.

But what don’t our prospects have?

Someone who listens. That can be us.

Practice these 5 words for instant prospecting success.

"What is new with you?"

People love to complain. This is their chance to tell us all of their problems.

If we listen, possibly our business can help with at least one of their problems.

Then it is so easy. We simply confirm that we heard correctly by saying, "So you have this problem, right?"

Then, we ask if they want to fix their problem.

It doesn’t get much easier than that.


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