One minute before my presentation started, my prospect was smiling … but then … I opened my mouth!

29 September 2024

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Prospects judge us and judge us harshly. How?

One way is from the words we say. In this presentation, I started with the wrong words. I killed my chances within the first 15 seconds. Yes, it is that brutal when we only have a few seconds to impress our prospects.

  • Did I use any mind-reading skills? No.
  • Did I ask a question to take control of my prospect’s mind? No.
  • Did I use a proven icebreaker to connect with my prospect? No.

There is a pattern here. “Unprepared” is not a good way to build our business.

Advice? Let’s start here. Let’s start with that first sentence that signals our intention to our prospects.

Start with using word phrases like these:

  • Imagine if …
  • Here is what happens …
  • Suppose that …
  • What if …
  • Picture this …
  • Have you ever wondered …
  • Well, you know how …
  • Wouldn’t it be great if …
  • Let’s say that …
  • Consider this …
  • Just think about …
  • If you could …
  • What would happen if...
  • Let's say...
  • Can you envision...
  • How about...
  • If only...
  • How would you feel if...
  • You might be surprised that …
  • Think back to when …
  • Can you see how …
  • What would it mean to you if …

Let’s explore …

60% of pets have higher I.Q. results than their owners

Okay, just kidding. But while pets are underwhelming in our native language, they are experts in body language. So here is a fun exercise.

Want to check our body language skills? Try using our first sentence in front of our pets. Look for the reactions.

Remember, prospects pre-judge us on these four factors:

  1. Body language
  2. Tone of voice
  3. Microfacial expressions
  4. The words we use

We want to control and excel in all four areas.

The power of story

Storytellers win. That is the short story.

The good news is that we don’t have to become a storytelling professional.

Instead, we can tell tiny stories that rock!

 

Humour

Some people say their body is a temple. Mine's a bouncy castle

What happens when you have a bladder infection. Urine trouble.

Prison may be one word. But to others it's a sentence.

Did you hear about the dyslexic insomniac? He would lay awake all night and wonder about dog.

 

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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