Please find a range of blogs below:
30 June 2024
The three questions
Instead of doing an information dump on prospects, we focus on the three basic questions our prospects want to know about our business.
Don’t know these three questions? Here they are:
Question 1: “What kind of business are you in?”
Question 2: “How can you help me with my problem?”
Question 3: “Exactly what outcome can I expect if I work with you?”
The long, old-school sales presentations of the past are history. In the TikTok generation, we need to get to the point now.
And why...
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23 June 2024
I got rid of my presentation book and learned to simply ask:
“What would you like to know first?”
Then I listened and answered only the questions my prospects wanted to know.
This turns off the salesperson alarm in our prospects. Now they can hear all of the good things about our business without prejudice.
I Wish They Would Have Told Me This 26 Years Ago.
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...
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16 June 2024
Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.
How can we make this better for our prospects? By building better rapport first. How? By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better:
"Commuting to work takes a lot of time."
“It is...
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09 June 2024
When prospects go “off track” and we want to move forward with our offer, we need some soft phrases. Examples?
“Some things feel more important than others.”
“I am not sure how important this is to you ...”
“We should spend our time talking about the more important things
We want to subtly redirect the conversation back to our offer without being pushy. Rapport is everything.
"How soon do you want to begin?"
When prospects tell us they want the benefits of what we offer, we can move the conversation...
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02 June 2024
Our prospects are sceptical about the best things we say. But … we can fix that. How?
First, tell our prospects what our offer cannot do. They will believe that. People have no problem believing negative news.
Second, tell our prospects what our offer can do. They will think, “You already told me something negative, so I think what you say is fair and true.”
Examples?
“Our investments won’t make you a millionaire overnight, but your investment can grow so you can quit your job earlier than you planned.”
“Our...
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