02 February 2025
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!”
Until the next time, if you have friends who would like to get these newsletters, please send this link:
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