16 February 2025
I ditched my presentation book and asked one question:
- “What would you like to know first?”
Then I listened. This approach shuts off the “sales alarm” in prospects’ minds.
Instead of bracing for a pitch, they relax—and hear your message without bias.
From Social to Commercial
Talking to prospects like they’re friends is fun, but it’s not profitable. Our job isn’t to chat; it’s to help them decide.
Decisions come from the subconscious, not the conscious mind. So stop throwing facts and flip charts at prospects. Speak to their feelings, not just their logic.
Want to test if you’re trained or untrained? Record your first twenty seconds with a prospect. If you’re starting with, “How are you?” or “That’s a nice tie,” you might need an upgrade.
Humour
I opened a bottle of wine last night labelled “Best by twenty twenty-four.”
Finished it by nineteen fifty-five.
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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