Please find a range of blogs below:
14 May 2023
The Professional: "But I invited 100 people I know and only one person wanted to come to a presentation. I hate all this rejection!"
Hmmm. Think about this.
Three possible problems here.
Problem #1: If you are saying the wrong words on the phone, prospects are not rejecting the opportunity, since they don't even know what the opportunity is yet. The prospects are rejecting the words you use to make the invitation. Solution? Learn new trained words and better telephone techniques to invite.
Problem #2: The prospects are rejecting you because of...
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07 May 2023
Discover: “The Six Levels of Communication”.
For this one-minute video on the 6 levels of communication, click here:
http://www.berniedesouza.com/video-tip-7/default.aspx
Don’t sell features. Don’t sell benefits.
Instead, base your sales presentation on your prospect’s most pressing problem. Then you’ll have your prospect’s attention.
You will probably have an idea of the problem.
So, if you ask your prospect using these 3 magic words, they will definitely feel more comfortable about giving you some problems...
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30 April 2023
Quick questions.
Which is more powerful?
A Facebook ad to strangers?
A quality referral from someone we helped.
The answer is obvious.
A quality, pre-sold referral is a great prospect.
Phil was able to sell his financial advisor business because of my help. But the biggest factor in my opinion? Personal Introducers' Events. Getting inbound quality prospects makes our businesses more valuable to purchasers.
Here it is in Phil's own words in less than a...
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23 April 2023
Psychologist Dr. Oliver James said, "If you want to live a full and fulfilled life, do your own thing on your own terms."
The reality, however, is that the vast majority of people want us to confirm the validity of their beliefs by conforming to them. This is particularly true of most bosses.
So in your desire to be accepted, it's easy to end up thinking like everyone else.
But the problem is that if you're thinking like everyone else, then you're not thinking, and your need for acceptance can make you invisible.
Fitting in is fine, but...
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16 April 2023
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 ourselves, primarily because the relationship we have with ourselves influences the relationships that we have with others.
Achor's research for his bestselling book "Before Happiness" reveals that we often speak to ourselves worse than we speak to our worst enemy.
Achor asks, "Ever loved someone so much that you would do anything for...
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09 April 2023
Shakespeare wrote, "All the world's a stage."
I would add that there are no solo parts because we're created for connection.
And it's the quality of these connections that determines the quality of our life.
With some people you spend time; with others you invest it.
These are the people who want to help you climb and not crawl.
People who want you to grow and not stagnate.
People who enhance your vision rather than strangle your dreams.
People who make your spirit soar rather than slump.
Who's helping you create your...
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02 April 2023
We are in a commercial business, not a social chit-chat club.
That is why when we talk to people using social language, we talk, we show videos, we read flip charts, we look at web pages . . . and nothing happens.
We are not paid to talk to people, to give presentations, to read flip charts, etc.
We are paid to get prospects to make a decision to join our business or become a client.
That's it.
Now, if you are still operating in the social chit-chat world, you may be lost as I explain the following:
Decisions are made in a specific area located in the...
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26 March 2023
Type 1: Those who look for reasons why something will work.
Type 2: Those who look for reasons why something won't work.
This is a great sentence to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them.
Easy but effective.
To get paid we need this skill - “Closing without being a salesperson”.
We get paid to close.
But we don't know closing skills when we start. And because some of us are ignorant about closing, we use embarrassing door-to-door sales closes from the...
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19 March 2023
Type 1: Those who look for reasons why something will work.
Type 2: Those who look for reasons why something won't work.
This is a great sentence to say before you give a presentation. Your prospects will then want to look for reasons why your business will work for them.
Easy but effective.
To get paid we need this skill - “Closing without being a salesperson”.
We get paid to close.
But we don't know closing skills when we start. And because some of us are ignorant about closing, we use embarrassing door-to-door sales closes from the...
Read full article
12 March 2023
Everyone knows that we don’t get paid until we close a deal, or as Solicitors, say, complete.
Sometimes we ask questions which are awkward, and we get ugly silences when we speak with our prospects.
Let’s take, for example, when we speak on the phone to make an appointment, we could say:
“Hello John, what are you doing at 3 o’clock on Thursday?”
John will pause and think ‘Oh my God, what is he trying to sell me? What does he want? ….. I’m already busy! ….. Does he know we just received our...
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