03 November 2024
When our prospects tell us their problems, simply ask this:
"Do you want to do something about it?"
Our prospects have two possible answers.
- "Yes." That's easy. Now we can give a quick presentation, and we know our prospects will join or purchase our product or service.
- "No." Our prospects seldom say "No" directly, but instead, they will have excuses, issues, doubts, problems, hang-ups, and well, we don't have to deal with these prospects. Simply move on.
I like asking this question. It makes my presentations almost completely rejection-free as I only talk to the prospects who say, "Yes."
Should we take advice?
Well, we should at least consider it. Not all advice is good, but we should have the common sense to decide what advice could work for us.
Each of us have different skills, backgrounds, and past experiences. That is why we must pick and choose what advice to utilize.
For example, a brave superstar might tell us this, “Be courageous. Don’t worry about rejection.” But, that advice might not go well with our shy personality.
Where can we get advice? From books, audios, webinars, company conventions, and from our coaches. Yes, our coaches may have scar tissue all over their bodies from valuable experiences.
We don’t have to go through the wasted time and pain of “trial and error” in our business. Pick and choose from the lessons of others.
"Can you imagine . . . "
If we want to turn on the movie projector in our prospects' minds, simply start our sentence with these magic words:
"Can you imagine . . . "
Our prospects will visualize themselves experiencing what we describe. Here is an example:
"Can you imagine closing more easily and getting instant referrals using Bernie’s proven 9 words process at every meeting?
Would your career take off?
Humour
HUMOROUS SIGNS
A sign in a shoe repair store:
"We will heel you; we will save your sole, we will even dye for you!"
At an Eye Clinic:
"If you don't see what you're looking for, you've come to the right place."
In a Non-smoking Area:
"If we see smoke, we will assume you are on fire and will take appropriate action."
On a Maternity Room door:
"Push. Push. Push."
At a Car Dealership:
"The best way to get back on your feet - miss a car payment."
At the Electric Company:
"We would be delighted if you send in your payment on time.
However, if you don't, YOU will be de-lighted."
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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