Don’t be a second-place loser

03 May 2026

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When prospecting, make sure we come in first place.

If we come in second place, we starve.

To finish better, let’s fine-tune our closing sentences.

The secret is to give our prospects an option. When they choose

the option they prefer, the decision has been made.

“If you are like me …, then …”

Why does this rapport formula connect with our prospects?

First, “If you are like me …” helps us form trust. After all,

if our prospects are like us, they will want the same things we do.

Second, we said the “then” word. Our prospects have a program in their minds that tells them whatever we say next will be true. (You can read about this more in Big Al books.)

But let’s put this formula to work. Ready?

“If you are like me, then you will love the results we get”
“If you are like me, then you will love the support we can give you.”
“If you are like me, then you will love this plan for your investments."

Don’t be a second-place loser

When prospecting, make sure we come in first place.

If we come in second place, we starve.

To finish better, let’s fine-tune our closing sentences. The secret is

to give our prospects an option. When they choose the option

they prefer, the decision has been made.

How to start with sceptics

Say these 8 words:

“This may or may not be for you.”

And what will our listeners think?

“Oh wow! Thank you. You are not going to try to sell me or force me to do something I don’t want to do.”

What can we do with the face-to-face part of our communication removed?

Text and audio calls mean our prospects can’t read our facial expressions. They will feel unsure of our intentions. So what can we do to fix this?

1. Better words. Our prospects will have to create pictures and stories in their minds with our words, without the assistance of our body language or even our micro facial expressions. We must use better word sequences.

2. Raise our intention. Our intention determines our tone of voice. Think about it. We just know by the tone of voice if someone is trying to sell us something. All prospects have this natural program. Let’s manage that better.

3. Listen better. Prospects never get bored talking about themselves. Then, close quickly with a great ice breaker sentence.

Humour​

• I was going to follow up… but I didn’t want to seem too interested.
• Some people wait for the perfect moment. Others create it and move on.
• I once waited for a prospect to decide… they did, just not with me.
• “I’ll think about it” often means “I like it, but I’m not sure yet.”
• The fortune is rarely in the first conversation, but it’s never in the one you didn’t have.

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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