02 November 2025
Salespeople can unintentionally scare their prospects. Prospects often sense an agenda — they feel someone wants to sell them something.
Nobody likes to be sold, but people love to buy.
So how do we help people feel like they are buying rather than being sold to?
By putting the control of the information flow in their hands.
When someone gives a presentation, they are selling to us. But when they ask us questions and answer our questions, we feel like we’re the ones buying.
See the difference?
What’s the one question that can shift their perception of us?
"What would you like to know first?"
Instead of pitching and presenting, we invite them into the conversation. It’s simple, and it’s polite.
Nobody enjoys a one-way conversation where the salesperson does all the talking.
So as soon as possible, ask: "What would you like to know first?"
How to Check for "Good Timing" with Our Prospects
Easy. Just use this simple phrase: "Would it be okay if…?"
Here are a few examples:
- "Would it be okay if we talked about this over coffee tomorrow?"
- "Would it be okay if we looked at a solution now?"
- "Would it be okay if I gave you a sample?"
- "Would it be okay if we learned these skills together?"
- "Would it be okay if we introduced you to some of our clients?"
Ever Read a Newspaper?
How do most people read a newspaper?
Do we start at the upper left-hand corner and read every word all the way to the bottom right of the last page?
Unlikely. Most of us just scan for specific articles.
And how do we decide what to read?
By the headlines — the very first sentence.
We judge those headlines instantly — just as our prospects judge our first sentence.
The good news? If our first sentence is strong, our prospects smile and want to know more.
I’m delighted to be speaking at online coaching session with the Personal Finance Society Ipswich Committee:
Wednesday 5 November, 12:00pm – 1:00pm
How to close more easily using the exact soft words—face to face or over the phone/video call.
1-hour session is practical, focused, and interactive. If you’re a financial advisor, mortgage broker, or insurance broker, you’ll find these skills incredibly useful.
Register here: https://us02web.zoom.us/meeting/register/plPLDmhjQRaz1KGtJhyDLQ#/registration
Looking forward to seeing you there!
Humour
I once asked a prospect, “What would you like to know first?”
They said, “How to leave without buying anything.”
We’re still in touch.
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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