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...
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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...
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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...
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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...
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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'...
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25 June 2023
Did you know that during our lifetime, we spend more time speaking to ourselves than we do to any other person.
Harvard psychologist Shawn Achor says that the most important conversations we ever have, are the ones that we have with our self. Primarily, because the relationship we have with our self, influences the relationships that we have with others.
In Achor's research for his bestselling book "Before Happiness", he reveals that we often speak to ourselves more negatively than we speak to our worst enemy.
Achor asks, "Ever loved someone so...
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11 June 2023
In sales we often hear the importance of using the client or prospect's name.
Despite this, it seems that often this is overlooked. Here's a reminder as to the importance of this massively significant communication tool...
It’s the number one attention getter, consciously or sub consciously.
It creates instant rapport.
It makes you feel more like a friend to the other person.
It’s still the 'sweetest sound' to the human ear.
It personalises the conversation.
It makes us take the interaction more seriously.
It's difficult to...
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04 June 2023
Is 'Offering Added Value' just a Bunch of Words?
Businesses talk about giving added value. Some even achieve this massive profit catalyst, but what is added value in real terms and how do you deliver it?
Added Value: What is “Value added “? A totally unexpected additional benefit that transforms the feelings of the buyer. (Who will now want to do business with you again).
It just needs to be these three things:
1 - Genuine. As opposed to a gimmick or bribe.
2 - Individual. Something that is done in the moment rather than being done for...
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28 May 2023
1. Those that know how to do it (have the skills) but have no motivation. They are comfortable where they are. Our challenge is to motivate them to action. That is really, really difficult.
2. Those that do not have the skills, but are highly motivated. We have to teach them the skills of your business. That is a lot easier.
See a plan? Find highly motivated people, and then teach them the skills.
They will continue to work, and we won't be frustrated.
Smile!
This is a universal body language signal that tells prospects that they can trust us and...
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21 May 2023
In an interview with the magazine Vanity Fair, David Bowie cited one of his favourite quotes - "Most people die when they're 25 but don't get buried until they're 75", Benjamin Franklin - when explaining why everything you do that isn't you is a mistake.
When asked his definition of misery, Bowie replied, "Living in fear of expressing myself and doing what I was born to do, which like all other human beings is to be creative and to create."
Bowie did things which didn't necessarily add years to his life, but which did add a...
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