07 December 2025
We tend to fall into one of two ways of thinking — a fixed mindset or a growth mindset.
The difference?
“Reasons why not” versus “reasons why.”
People with a fixed mindset look for reasons why not — why an opportunity won’t work.
Often, that habit comes from years in jobs they don’t enjoy.
When problems appear, it’s easier to say, “I can’t move forward,” than to look for solutions.
Those with a growth mindset, on the other hand, ask, “How can I make this work?”
They look for solutions and progress.
How This Helps in Prospecting
Our mission in prospecting is simple:
Find people with problems we can solve.
Even better, help them see a problem they didn’t know they had.
That’s where real rapport begins.
If someone’s been stuck in a fixed mindset for years, we can help open their thinking by starting with one simple phrase:
👉 “What would happen if…”
Examples:
- “What would happen if you could retire earlier?”
- “What would happen if you had more time with your family?”
- “What would happen if you could increase your income?”
This question gets people dreaming again — and that’s the first step toward growth.
Ready to Develop a Growth Mindset in Business?
If you’d like to improve your skills in building rapport,
prospecting, closing, and gaining referrals,
look at my Blended Learning Programme — a flexible mix of videos, audio, worksheets, and accountability tests, complete with CPD certification.
📧 Email me at bernie@berniedesouza.com for full details.​
Humour
No man goes before his time… unless the boss leaves early.
I stayed in a hotel last night and called reception:
“Hi, this is room 317. Can I have a wake-up call, please?”
The receptionist said,
“Sure. You’re overweight, in your 40s, and staying in a cheap hotel
— you might want to rethink your life choices.”
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.