16 August 2026
Over the years, people often ask me:
"What are the most useful phrases you use when talking with prospects and clients?"
There are many, but three stand out because they help create rapport, reduce resistance and make conversations flow more naturally.
Phrase #1 – "Well, you know how..."
This is one of the easiest ways to build rapport.
Why?
Because it starts with something the other person already believes to be true.
For example:
"Well, you know how most people would like greater peace of mind about their financial future?"
Or:
"Well, you know how business owners are often looking for ways to save time and reduce stress?"
People tend to agree because the statement reflects their reality.
Phrase #2 – "Most people..."
This phrase is powerful because it provides social proof.
People naturally feel more comfortable when they hear that others face the same challenge.
Examples:
- "Most people want more certainty when making important financial decisions."
- "Most people would like to retire with more options."
- "Most people prefer to avoid unnecessary risk."
Phrase #3 – "Would it be okay if..."
This is one of the simplest and most effective ways to gain permission.
Instead of telling people what to do, we invite them into the conversation.
Examples:
- "Would it be okay if I shared an idea?"
- "Would it be okay if I asked a couple of questions?"
- "Would it be okay if I explained how this works?"
Simple.
Respectful.
Effective.
Words That Create Interest
Certain words naturally capture attention and reduce scepticism.
Consider using words such as:
- Tested – suggests experience and reliability.
- Proven – builds confidence.
- Endorsed – adds credibility.
- Discover – creates curiosity.
- Options – helps people feel in control.
- Think about – encourages reflection.
Handling Objections
Every professional encounters objections.
Sometimes prospects are not ready.
Sometimes they have concerns.
And sometimes we accidentally create objections through the words we choose.
The good news is that objections are a skill.
The better we become at understanding and handling objections, the easier it becomes to help people make decisions.
Rather than fearing objections, view them as a sign that someone is thinking seriously about their options.
A concern is often simply a question that hasn't been answered yet.
The professionals who understand this usually have far more productive conversations.
Have a successful week.
Humour
I told my friend I was going to become a professional golfer.
He said, "That's quite a swing in career."
I bought a new boomerang last week.
I spent three hours trying to throw the old one away.
A man walked into a pharmacy and asked, "Do you sell glasses?"
The pharmacist replied, "Yes."
The man said, "Good, because I've just walked into your shop."
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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