Keep Rapport. Keep Results

Ever had a prospect go off on a tangent when you’re trying to explain your offer?

It’s tempting to redirect hard, but let’s be subtle. Use these soft phrases:

  • “Some things matter more than others.”
  • “Not sure how important this is to you, but…”
  • “Let’s focus on the bigger picture.”

Gently guide the conversation without breaking rapport.

Ask, Don’t Push

When prospects express interest, don’t pounce with hard closes.

Instead, ask: “How soon would you like to see these benefits?”

This frames the question as care, not pressure. They’ll feel understood, not sold to.

Why Listening Wins

Listening builds trust, reduces misunderstandings, and makes prospects feel heard.

A great listener is seen as empathetic, professional, and confident. Plus, when we listen, we gather our thoughts before speaking—and avoid saying something silly.

Talk less. Listen more. It’s easier, and it works.

Humour

Teacher: “What do you call someone who talks non-stop when no one’s listening?”
Student: “A financial advisor!”

 

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