17 December 2023
Of course, I gave presentations.
The result? Well, no one was interested, but I did memorize the company and product features and benefits.
If someone would have only told me this:
- Prospects make “yes” decisions to solve their problems.
- Prospects seldom make “yes” decisions on features and benefits.
Gee. That would have only taken a few seconds and would have saved me almost two years of misery.
The universe only rewards hard work … when done correctly.
This explains why I got addicted to books, audios, trainings, master classes, and learning what I didn’t know.
I have this personal mantra:
“The only thing between us, and where we want to be is … a bunch of stuff we don’t know yet!”
The lesson?
“Learn new things.”
Question: “So how can we make our prospects want to solve their problems?”
Answer: Get them to focus on their problems and the pain those problems cause them. Their motivation will be to fix their problems now.
Then, what can we say to get our prospects to focus and talk about their problems more? Here are some examples.
- Did you like that feeling?”
- “Tell me more about that.”
- “Was it hard to sleep after that?”
- “I hate it when people try to make us feel small. What about you?”
Need more?
- “That is so one-sided.”
- "That is so unkind.”
- “That is unethical.”
- “All that trouble for nothing.”
- “And not even an apology?”
And more?
- “Was that embarrassing?”
- “What do you think others were thinking?”
- “Man, that was insulting.”
- “He should never have said that to you.”
- “That is so disrespectful.”
Humour
A shy guy wanted to make more friends, so he decided to used his social media skills, to connect with face to face people.
So he continued doing what he normally did with Facebook and Twitter …..trying to make friends outside Facebook and Twitter while applying the same principles.
Every day, he walks down the street and told passers-by what he had eaten, how he felt, what he did the night before and what he will do for the rest of the day. He gives them pictures of his wife, his daughter, his dog and him gardening and on holiday, spending time by the pool.
He listen to their conversations, telling them that he “like" them and give them his opinion on every subject that interests him ..... whether it interests them or not.
And it works. He already has four people following him; two police officers, a social worker and a psychiatrist.
Until the next time, if you have friends who would like to get these newsletters, please send this link: http://www.berniedesouza.com/coaching/professionals.aspx
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