22 February 2026
Life is not fair.
Bad things happen.
Many times, our choices are limited.
Sound familiar?
While we cannot control the options we are given, we can always control which option we choose.
Just remembering this helps when we are facing challenges.
Tiny question example
Q: “Do you find it difficult to save money from your salary? Would it be okay if we did something to make this easier?”
The first sentence identifies the problem.
The second sentence asks our prospect if they want to fix the problem or not.
If they say yes, they are already making a decision to buy or to join. It really can be that quick.
But what do we say next?
Won’t they have more questions?
Don’t they need to know more?
Take a deep breath.
Relax.
If our prospect wants to buy and has made that decision, they are now on our side. From this point on, they are looking for reasons why this will work for them, not reasons why it will not.
A rejection free question
First, mention a benefit or explain how someone solved a problem.
Then ask one simple question.
- “Would you like to know how they did that?”
- “Would you like to know how I did that?”
This is one of the easiest and safest commitments we can ask for.
Another example
“Many of our clients used to worry about retiring later than they wanted. They now feel more in control of their future. Would you like to know how they did that?”
Or,
“I used to find saving money difficult as well. It became much easier once I changed one thing. Would you like to know what that was?”
Humour
I decided not to eat the poultry in case it was not fresh, chicken doubt.
The rock band Dyslexia have just released an album of their Greatest 5hit.
The doctor told me I was going deaf. It was a very difficult thing to hear.
What do you call a hippie’s wife? Mississippi.
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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