09 February 2025
Every prospect wonders: “Are you going to sell me something I don’t need?”
This fear makes us seem scary. But we can fix it.
Start by stating facts they already believe. This builds rapport and lowers their guard. Examples:
- “Commuting eats up so much time.”
- “Saving is tough with prices this high.”
- “Wouldn’t a second paycheck make life easier?”
Watch them relax as you acknowledge their reality. Then, you can introduce your offer without resistance.
How to “Read Minds”
It’s simple: cheat.
Step one: Ask great starter questions like:
- “What made you start looking now?”
- “What will change if you retire earlier?”
Step two: Shut up and listen.
People love talking about themselves. They’ll tell you everything you need to know—if you let them.
Skip the presentations and monologues. Listen and learn.
Humour
I just inherited a mansion from my uncle. I’m so excited to visit it.
Now, if I could only figure out where “Sod Hall” is…
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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