08 December 2024
Here is the short version. Our prospects make snap decisions about us in the first few moments. These are the four big factors that make it happen:
- Body language. Do we look confident? Nervous? Self-cantered? With an agenda?
- Tone of voice. They listen for clues of our intention. This is hard to hide.
- Micro facial expression. Humans make this decision in 33 milliseconds. They automatically detect our intentions and agenda.
- The words we say.
This is why we study and improve our rapport skills. If we can control this initial decision, we are on our way to superstardom!
“How to get decisions fast!”
The secret is this brain rule.
“Our human brains want fewer choices.”
Two choices seem enough. Prospects want to save their brainpower for Netflix or TikTok.
Try getting the final choice down to just two options.
A good example of two choices?
Choice 1: Keep your life the same.
Choice 2: Take advantage of what I just offered you.
What are our prospects thinking???
- “Who are you?”
- “Should I listen to you?”
- “Why should I believe you?”
- “Can I trust what you say?”
These are the first four things prospects think.
Did we notice that what we offer hasn’t even made their top four questions?
That is why we should not start too soon with our product and service information dump.
We want to answer these four questions in our prospects’ minds first.
Why do we do self-improvement? Because our prospects will compare us and what we offer to … every other opportunity out there. We want to be our best.
Humour
A man and his wife walked into a dentist's office.
The man said to the dentist, "Doc, I'm in a big hurry! I have two friends sitting in my car waiting for us to go play golf. So, forget about the anaesthetic and just pull the tooth."
We have a 10am tee time and it's 9:30 already. I don't have time to wait for the anaesthetic to work!"
The dentist thought to himself, "What a very brave man asking to have his tooth pulled without using anything to kill the pain."
So, the dentist asked him, "Which tooth is it sir?"
The man turned to his wife and said, "Open your mouth honey, and show him".
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