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 you are a Financial Advisor
- Financial Services can be complicated
- We did not learn these skills at school
If you are a Solicitor
- Solicitors fees can be expensive
- But we need this knowledge to have peace of mind
If you are an Accountant
- Tax laws are not easy to understand
- They change all the time
If you are in Insurance
- Insurance can be expensive
- But we need this for our family
Professional Business Owner
- Most people are very busy to solve every problem
- We cannot be an expert in all areas of life
Your prospects will think "Hey. You and I think the same."
Now that some trust has been established, we can begin talking about our business.
Humour
You offer someone a sincere compliment on their moustache and suddenly she’s not your friend anymore.
The neighbour just asked if I was stealing his wi-fi, it felt like such an invasion of my piracy
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