31 May 2026
Perhaps we’ve seen too many films showing pushy approaches from years gone by.
Let’s simplify how selling should really work.
Step 1
Listen to our prospects to find out if they have a problem we can help with.
(When we listen, they tend to like us.)
Step 2
Ask if they want to fix the problem.
(Some people are surprisingly comfortable keeping their problems.)
Step 3
Find out when they want to fix it, now or later.
(Timing matters. There may be other priorities right now, and we respect that.)
Step 4
If they want to fix it now, give them a simple choice:
Move forward and solve the problem
Keep things as they are
This approach removes most of the pressure, for both sides.
A quick thought on how we think
The human brain is designed to keep us safe.
It uses automatic responses like fear to protect us, which is useful… but not always helpful in business.
The brain is not naturally wired for processing lots of facts.
It prefers stories.
So instead of asking, “How can I present more information?”
Ask, “How can I turn this into a story?”
Top performers understand this well.
They don’t just explain… they engage.
As the saying goes:
Facts tell, stories sell.
Humour
I went to the gym today… drove past it twice, counts as cardio.
I tried to eat healthy… but the biscuit tin had other plans.
I told myself I’d be more organised… still looking for where I wrote that down.
I asked someone for directions… now I know their life story.
I started a new diet… so far I’ve lost my patience.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
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