Please find a range of blogs below:
22 May 2022
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...
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15 May 2022
"How we can" formula.
The three words, "how we can", makes prospects pay attention and listen to our benefits. So, when we describe our products, business, or advise use these words for better impact.
How we can:
Be the first one to retire in your peer group.
Have on going automatic leads.
Build family memories with a holiday of a lifetime.
Increase our investments while we sleep.
Improve our portfolio in just one meeting.
Protect our children from paying inheritance tax.
Understand when we can retire in one coffee meeting.
How to...
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08 May 2022
Of the four basic skills, rapport is #1. If we don’t have rapport, well, we have no chance.
Phrase #1: "Well, you know how." Great rapport builder.
Phrase #2: "Most people." Creates rapport and closes.
Phrase #3: "Would it be okay if." An easy close.
Add power words when talking with prospects.
Tested. (Seems credible.)
Proven. (No more scepticism.)
Endorsed. (Someone important agrees.)
Discover. (Gets their attention.)
Options. (They feel relaxed and in control.)
Think about. (Causes them to consider our fact...
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01 May 2022
The first Professional talks to everyone. No prospects. He thinks, "What a bunch of dumb prospects. My offer is too expensive. The economy is bad. This business is too hard."
The second Professional talks to the same prospects. The prospects react, "Wow! Tell me more!" They think, "What a great gold mine of prospects. Almost everyone wants what I offer."
The lesson?
Prospects are neutral. They don’t become a good prospect or a bad prospect, until they meet us. They make a quick decision based on the words we say.
If you...
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24 April 2022
We want to promote our speaking, training, coaching, advising or programme but we don’t want to look pushy or risk rejection. So, when someone asks us what we do for a living, our answer can make all the difference.
Here is one formula. Not the only formula, but an effective formula to start.
Step #1: Create rapport and familiarity. How? By describing something our prospect believes to be true. Now our prospects feel like we see the world from the same viewpoint. We must be fellow geniuses, just like them.
Step #2: What will we describe? A problem our...
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17 April 2022
Prospects prejudge us in the first 10 seconds, before we mention our company, our video, or our compensation plan.
This is where the decision happens. Not fair, is it?
Prospects don’t know how their minds make a decision, but we do.
When we control the first 10 seconds, everything else is easy. No more rejection, selling, or convincing. Spend our time perfecting our first 10 seconds.
This is a short, 7-minute video from the MDRT is the answer.
It is one of their most popular videos as they have translated it into 12 different languages.
Here is...
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10 April 2022
Q. “I want to sit on my butt and let the ‘law of attraction’ build my business. Of course, I will set some goals, work on my attitude, do a fire walk, and chant some affirmations to help. Will I re-watch the movie, ‘The Secret’? Sure. Mind over matter. So, what do you think about that?”
A. Attraction marketing, branding, Internet systems, funnels, avatar targeting, and online influencing sound sexy ... but the real action happens when we actually talk to a “live” human being.
Prospects are generally...
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03 April 2022
In the 1980s, Business owners provided prospects with facts and information. Prospects needed videos, brochures, and slides.
But today, prospects have the Internet. They have all the information they need. They don't need us to show or read the information to them.
Q. So what is our job as Professionals?
A. To get a YES decision.
We have to stop living in the 1980s. Those days are not coming back.
If we don't know how to get our prospects to make immediate decisions, yes, we can read my two books on skills.
But this is something we can do...
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27 March 2022
Your potential client comes sets an appointment for the initial consultation. Nervous, he arrives at your office, sits down, and begins to explain his problem.
Now, this potential client can describe this problem to 100 different firms. The problem remains the same.
So how does this person choose you? Or how does this person make a decision to choose any other of the 99 firms?
Your academic credentials?
The size of your office?
If the free coffee was tasty?
If the chairs were soft?
The testimonials on your website?
The pictures on your wall?
If your...
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20 March 2022
Last week, we looked at dominant, direct personality types.
This week, we’re going to look at the interactive personality.
These make up 25% of the population.
These people smile and chat more. They are the life and soul of the party.
These people are easy to spot
They smile more
They chat more
They speak fast
Words to use with Interactive people – “Let’s meet up for lunch / event, where we can chat more about how to …., meet other people ….”
Watch the video below for more information...
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