Please find a range of blogs below:
02 November 2025
Salespeople can unintentionally scare their prospects. Prospects often sense an agenda — they feel someone wants to sell them something.
Nobody likes to be sold, but people love to buy.
So how do we help people feel like they are buying rather than being sold to?
By putting the control of the information flow in their hands.
When someone gives a presentation, they are selling to us. But when they ask us questions and answer our questions, we feel like we’re the ones buying.
See the difference?
What’s the one question that can shift...
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26 October 2025
Step 1: Start with a FACT
Begin with something your prospect absolutely believes — an indisputable truth.
It should be so obvious that no one can argue with it.
Example:
“As we’re sitting here today…”
Everyone agrees — it’s a fact. Instantly, we’re in rapport and agreement.
Step 2: Add Another FACT
Now, stack another truth your prospect completely agrees with.
Put the two together, and you’ve built common ground.
Example:
“As we’re sitting here today… we’re...
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19 October 2025
Want to create connection quickly? Try these simple openers:
Most people…
Everybody knows…
Everybody says…
Well, you know how…
As many of us know…
If you are like most people…
There’s an old saying…
Put these phrases in front of facts your prospects already believe. They’ll nod in agreement—and now the conversation has begun.
Try & Do
Inside each of us there’s a part that can “try” … and a part that can “do.”
Which part are we using to build...
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12 October 2025
We don’t need a 24-hour day plus an extra 15 minutes.
What we need is choice.
Instead of spending hours scrolling through cat videos, YouTube suggestions, or gloomy news commentary—keep them if you enjoy them—but take just 15 minutes of that time to get better at something important.
The secret? In just 15 minutes a day, we can become awesome at almost anything.
Want to master networking skills? Fifteen minutes a day adds up fast.
Read 15 minutes daily? That’s one book a week. In a year, you’ve read 52 books—an...
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05 October 2025
This person might need my help, but how do I know?
Ever see someone we wanted to talk to about our business, but didn’t know how to start? Happens all the time.
Meeting new people successfully isn’t taught in school. We learn geometry and ancient history instead. (When was the last time a client asked you to solve for x over coffee?)
If we don’t talk to that special person, what happens? Nothing.
And that person might have become our best friend—or even our business partner—if we’d only given them a...
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28 September 2025
People hate IKEA. Or at least I do.
Instant frustration — and that’s before I even open their disassembled box of alleged furniture parts. Then come the little plastic bags of screws and fasteners, with no instructions. IKEA are sadists.
By the time I realise the “instructions” are just vague cartoon drawings, I’m already cross.
My solution? Hire a fourth-grader who can figure it out faster than me.
Presentations Can Feel the Same Way
And that is exactly how our presentations can look to...
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21 September 2025
Your prospects are already thinking about their own challenges—not your product’s features.
So how do we uncover what matters most to them? Ask two simple questions in order:
Question 1: “What do you like most about …?”
Question 2: “What do you like least about …?”
The first question helps them relax. The second question reveals the pain point.
Example Conversation
You ask: “What do you like most about your job?”
They reply: “Well, the pay is decent. It was my dream job...
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14 September 2025
How to turn your stories into prospecting gold
Stories aren’t just for entertainment—they’re tools that build rapport, create trust, and inspire action.
Why stories work
They’re memorable. Prospects forget facts but remember stories.
They build emotional connections. Stories tap into feelings, not just logic.
They demonstrate value. A story about a successful client shows what you can do without sounding like a pitch.
How to craft a compelling story
Start with a relatable problem. “One of my clients was struggling with...
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07 September 2025
Your mindset is your prospecting superpower
Prospecting is as much about attitude as it is about strategy. A strong mindset can transform the way you approach every interaction.
The mindset that wins prospects
Be curious, not salesy. Think of prospecting as a way to learn about people, not sell to them.
Detach from outcomes. Whether they say yes or no, your goal is to start a conversation.
Embrace rejection. Every “no” brings you closer to the next “yes.”
Why your energy matters
People respond to your energy before your...
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31 August 2025
Turn follow-ups into opportunities (and make them fun)
Follow-ups don’t have to be a chore. With the right mindset, they can be the most enjoyable part of prospecting.
How to make follow-ups enjoyable
Inject humour: “I was about to give up on reaching you, but then I remembered persistence is my middle name.”
Add value: Share an article, tip, or insight related to their interests.
Celebrate small wins: Each response is a step forward, even if it’s just “No, thanks.”
Story: A fun follow-up that worked
I once...
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