04 January 2026
Closing doesn’t begin at the end of a presentation — it begins before it.
Here’s a simple five-step process that works with the way the human mind makes decisions:
Step 1: Agree with your prospects that they have a problem.
Step 2: Ask what plans they currently must fix it.
Step 3: Watch them hesitate and realise they don’t have a solution.
Step 4: Ask if they’d like you to share one.
Step 5: Watch your business grow.
Notice what’s missing?
No PowerPoint.
No company video.
Just a genuine conversation that helps prospects make a “yes” decision — a decision to fix their problem.
That’s where the real closing happens.
Our presentation should come after that decision — not before.
It may sound simple, even surprising, but it’s how the human mind really works.
We can either work with it or against it.
Make It About Them
The story is never about us — it’s about them.
When we tell a story about ourselves or someone else, prospects automatically imagine themselves as the main character.
That’s why people love movies — we see ourselves in the story.
So let’s add more stories to our conversations.
They’re the most natural and powerful way to connect, engage, and close.
Want to Sharpen Your Presentation Skills?
If you’d like to feel more confident speaking, presenting, and closing,
my Blended Learning Programme is a great place to start.
It includes video, audio, worksheets, and accountability tests — all online with CPD certification, and no travel required.
📧 Email me at bernie@berniedesouza.com for details.
Humour
Sad news... the Managing Director of Dulux Paints has died of hypothermia while trekking across the Antarctic.
Paramedics said he could have done with another coat.
Batman: Whisky on the rocks, but hold the whisky.
Bartender: So… just ice?
Batman: Yes. I want JUSTICE.
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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