15 February 2026
Sometimes it is not our offer.
It is how we offer it.
A small change in words can make a big difference.
Let us look at a few examples.
- “Can you … ?”
- “Would it be okay if … ?” (Better)
- “I would like to give you a presentation.”
- “Would you like at least one more option?” (Better)
- “Well, what do you want to do?”
- “What would be easier for you?” (Better)
- “Let me tell you …”
- “Well, you know how …” (Better)
Choosing better words makes our offers feel easier, safer and more attractive to our prospects.
When frustration is good
If we were looking for one quality in a prospect, how about frustration?
When people want change in their lives, getting appointments is easy.
They are already looking for solutions. They want to take action.
So the real question is, “Where can I find frustrated people who want change?”
An important reminder
“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.”
Mary Kay Ash
Referrals
When asking for referrals, do not ask if they know someone who wants what we offer.
Instead, ask for someone who has a problem we can help solve.
For example:
- “Who do you know that is worried about their retirement?”
- “Who do you know that feels frustrated with their finances?”
- “Who do you know that keeps saying they should do something, but never gets around to it?”
If you want to maximise your potential and turn your talent into income, email me at bernie@berniedesouza.com. I am happy to schedule a 20-minute coaching call at no cost, where I will give you some direction and one solid closing tip I have used successfully for the last three years.
No charge.
Humour
I used to be a banker… but I lost interest.
Someone stole my mood ring — I’m not sure how I feel about it.
I bought a dog from a blacksmith. The first thing it did was make a bolt for the door.
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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