Please find a range of blogs below:
30 July 2023
When we are meeting new clients or prospecting, creating rapport is difficult. We jump into our sales presentation of features, facts, and benefits way too quickly.
One of the easiest ways of gaining trust with prospects is to read their minds. They will feel that you see the world from the same viewpoint as them.
It is not hard to read a prospect's mind. All we have to do is observe and use a little bit of common sense. For example, here are some mind-reading statements that we could say to a potential prospect lets give 5 different occupations as example
If...
Read full article
23 July 2023
One morning several years ago I thought to myself……
"Every morning I woke up I was weighed down by emails, text messages and voice mails with the word "urgent" in.
Good morning had become good mourning for me.
I realized that I was spending less and less time doing what made me feel good.
I spoke with my coach; do you have a coach? He recommended that I change what I did.
So, each morning, I now make sure that my diary is full of stuff that makes me feel good.
This usually involves talking to people that make me laugh and...
Read full article
16 July 2023
Rapport does a lot of things.
First, with rapport, people can trust and listen to the offers we make. Without rapport, there will be a lot of scepticism and resistance.
Second, if we are offering a long-term relationship with our product, service, or opportunity, do you think it will be easier with rapport, or with no rapport? Of course, rapport is better.
Rapport doesn't mean we have to be best friends, but that the communication is open so we can deliver our message. Once people hear what we offer without prejudice, they can make a decision if it will serve...
Read full article
09 July 2023
Here is an easy way to get an appointment and create an incredible bond.
Think about that tough prospect who doesn't allow appointments. Does he or she have an interest or hobby that you know of?
Go to a bookstore and find an appropriate book for your prospect's interests. Send the book to your prospect with a note that reads:
"Just saw this book and immediately thought of you. Hope you enjoy the book."
That's it.
The next time you call, the tough prospect will take the opportunity to thank you for your thoughtfulness. Then it will be...
Read full article
02 July 2023
Well, it is not really a "battle," but we need to know where to go to work.
If we are going in the wrong direction, it doesn't matter how hard we work, it's going to be ugly.
So where does the "battle" occur in our business?
In the six inches between our prospects' ears.
The flip chart, the online video, the glossy brochure ... all are meaningless unless we recognize that we must go to work inside our prospects' minds.
What do I mean? We have to fight to get our good information inside of our prospects'...
Read full article