01 September 2024
What phrases could we use to make our prospecting conversations easier?
After we mention our benefit, we could say:
- “Would you like to know more?”
- “Would you like to know how I am doing it?”
- “Would you like to hear how they did it?”
Our bonus for using these phrases early in our conversations?
When prospects say they want to know more, they make a “yes” decision.
Prospects know if they want something … or not.
Here are two examples.
- “I can now retire ten years earlier. Would you like to know how I am doing it?”
- “I paid off all of my credit cards. Would you like to know how I did it?
Let our prospects sell themselves
If our prospects hesitate, we can ask this question:
“What will happen if you don’t look at our solution?”
When our prospects describe the pain, they think, “Yeah, I want to solve this problem.”
If you are like most people …
What happens when we say those words? People think, “Hey, I am like most people! That’s me.” And then whatever we say next is easier for them to accept. This reduces scepticism and closed minds, so our prospect can hear our message.
Examples?
- “If you are like most people, you noticed that inflation is like a pay cut.”
- “If you are like most people, you want to live longer.”
- “If you are like most people, you don’t have enough time in your day.”
- “If you are like most people, you want a good pension for your retirement.”
A definition of successful selling?
One definition is, “The removal of risk.”
Taking action, making a change, or starting something new means risk. If we can reduce our prospects' chances of failure or a bad outcome, it will be easier for them to make a “yes” decision.
So, adding lots of benefits is great, but reducing risk is more powerful.
This short hilarious cartoon explains the tax rules using beer as an example click here and enjoy
The Tax System, Explained in Beer! By Johnston Grocke
Financial Advisors – Midlands
How to get clients without prospecting.
At no cost – Here are details of face-to-face Masterclass for Financials Advisors
Free ticket if booked in advance. Only 18 seats available.
Please find the details below. Click here for short video.
Date: Thursday 26th September 2024
Time: 2:00 pm to 4:00 pm
Venue: Hogarths Hotel, Four Ashes Road, Dorridge, Solihull, B93 8QE
During this workshop, I will also include my "12 magic words" technique for
- Rapport, to turn a stranger into a friend.
- Key question to find out the prospects' biggest financial challenge
- How to close using the exact soft words.
This effective 12-word process I have shared at many MDRT events around the world.
Please don't miss this opportunity to take one of the 18 remaining seats at this venue.
Join us for an afternoon of knowledge-sharing and networking. We look forward to welcoming you to this impactful event.
Limited numbers, so confirmation required.
Email justyna@berniedesouza.com or call Bernie De Souza on 07795 600 700 to book your place.
Humour
A Chinese man faked his own death, but his family were suspicious, they didn't bereave him.
I tried to start up a chicken dating agency but failed, it was a struggle to make hens meet
The tiles, A, E, I, O, and U were discovered in a dead scrabble players stomach, vowel play is suspected.
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
Back
Tags
Comments
Sorry, comments are now closed.