15 March 2026
How do we take prospecting to a higher level?
One simple change.
Let us look at the difference between stating a benefit and using a hook. You decide which works better.
Imagine we are a personal trainer speaking to a workout client. We want to introduce nutrition.
Approach one: “You should buy this supplement. It will extend the benefits of this workout.”
Approach two: “How long do you want the benefits of this workout to last?”
Approach two is the “question hook”.
The difference in results is huge.
And the best part is, we can use this approach for any benefit in our business.
More examples of question hooks
Instead of saying, “This system helps you get more referrals.”
We ask, “How many referrals would you like to be getting each month?”
Instead of saying, “Our training helps you feel more confident.”
We ask, “How confident would you like to feel when speaking to prospects?”
Questions pull people in. Statements push people away.
When in doubt, do nothing
This is called the “status quo” bias.
It is one of the strongest subconscious habits of the human brain.
Doing nothing feels safe.
So what do prospects really doubt?
Future success.
They are afraid of starting and failing.
The solution
Explain that we will not leave them on their own.
We position ourselves as their mentor and partner until they reach success.
We remind them that we felt the same fears when we started.
We overcame them.
We know the path.
They are not doing this alone.
A simple close to prevent procrastination
Here is an easy closing line: “This either works for you or it does not. So, what would you like to do?”
It is calm.
It is pressure free.
It encourages a clear yes or no.
Examples:
“Working from home instead of commuting every day either works for you or it does not. So, what would you like to do?”
“Losing weight faster with these exercises either works for you or it does not. So, what would you like to do?”
“Having the option to retire earlier either works for you or it does not. So, what would you like to do?”
Humour
I asked my brain for a quick decision. It said, “Let’s think about it for a few days.”
I tried to motivate myself with a deadline. My motivation replied, “Let’s discuss this later.”
I read that confidence comes from experience… so I’m currently very experienced at learning.
I made a to-do list today. I felt very productive. I didn’t do anything on it, but still — progress.
I love decisive people. I’m just not ready to become one yet.
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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