Please find a range of blogs below:
14 March 2021
My successful coach: “Stop giving prospects all the information.”
Me (the fool): “I would be a coach unless I had all the information.”
Yes, I was 100% correct. I would never be a coach unless I had all the information. My successful coach was wrong. I was living proof. And I didn’t mind telling him how he wrong on this one, many years ago.
Uh ... but I missed one important fact. I wasn’t giving presentations to me. I was giving presentations to prospects who did not think like me!
That is when I learned the lesson,...
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28 February 2021
If our prospects are not interested, they change the subject.
To be interesting, we must talk about problems that our prospects experience. Here are 5 examples of interesting first sentences.
"If you have a few minutes, I would like to share with you how we can help you pay less tax."
"If you have a few minutes, I would like to share with you how we can help you save time with your accounting
"If you have a few minutes, I would like to tell you how my friend got a 50% raise and now works from home."
"If you have a few minutes, I...
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14 February 2021
We don’t have to find days that are 24 hours and 15 minutes long.
All we need to do is make a choice about our activities.
So instead of mindlessly channel-surfing, watching cat videos, YouTube recommendations, depressing news commentaries for hours ... well, don’t give these activities up. They might be enjoyable.
But how about taking just 15 minutes of that time to become an expert?
There are 45 more weeks this year. We can be awesome at something if we spend 15 minutes a day getting better.
Let’s imagine we wanted to become a pro, an...
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31 January 2021
The only thing between us and where we want to be is a bunch of stuff, we don’t know ... yet. If we knew that stuff, we would already be where we wanted to be.
It is what we don’t know that holds us back.
Many years ago, I created the perfect presentation. Every fact was illustrated, any objections were pre-addressed, and all information led to the close. I put my offering in a brilliant light, on a pedestal, ready to accept new business.
And then the universe said, "Bernie, you are an idiot!"
It is what we don’t know that holds...
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17 January 2021
Professor of Psychology, Ed Diener, says that "The aim of life is to die young as late as possible."
Here are a few tips on how to do just that:
1. If you take a £20 note, crumple it up, throw it on the floor, and tread on it a few times, it may be a little dirty and the worst for wear, but it hasn't lost any of its value. The same is true of you. Remember, what happens to you doesn't change your value.
2. Whatever life you have in you, express it. If you have the urge to bake cakes, do stand-up comedy, or run a marathon ..... overcome the...
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03 January 2021
At a time when more books on weight loss are sold than any other genre, I'm reminded of the words of bestselling author Chuck Palahniuk, who said, "The goal isn't to live forever. The goal is to create something that will."
When we look back at the end of 2020, and delete the nightmares of COVID it will be the same as every other year in that,
some people will have done the work to make things happen, and got the results they wanted,
some people will have watched things happen, and
some people will ask, "What the hell...
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27 December 2020
1. Make it easy.
2. Only pick one thing.
3. Then, avoid goals, charts, and discipline. (Remember, we used them last year and they didn’t work. Hint.)
Instead, create easy habits that will move us toward our “one thing” in our New Year’s resolution.
For example, our “one thing” is to lose weight.
We can create a habit of a tasty, healthy breakfast we enjoy.
This will prevent us from donut overload mid-morning.
We can create a habit of “quiet personal time” where we can listen to our favourite music. We can...
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20 December 2020
Anyone can grab a prospect’s interest by using the correct words. The bad news is that we don’t know the words for each of our 14 skills. But the good news is that we can learn them.
Now, to get someone to anxiously await your presentation, simply start with these five words:
"Guess what happened to client ?"
Magic.
Prospects lean forward. Humans can’t resist listening to stories. That is why we love gossip, books, and movies. We can’t go on in life unless we know how the story ends. Stories attract interested...
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06 December 2020
When I started as a coach and speaker, everyone was a critic.
Why give a career in the Royal Air Force? its solid, you get a pension.
I wanted to silence my critics with my success.
Unfortunately, it took a lot longer than I expected.
I started my career with incompetence, and when that didn’t work, I worked even harder doing more incompetent things. Yes, I doubled my daily output of stupid activity.
How did that work out? Not well.
My results only improved when I learned new things to say. It was a humbling lesson. I couldn’t just use...
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22 November 2020
Maybe we've seen too many movies of sleazy salesmen from the 1970s.
Here is how selling should work.
Step #1. Listen to our prospects to see if they have a problem that we could fix. (If we listen, they will like us.)
Step #2. Ask our prospects if they want to fix their problems. (Yes, some people want to keep their problems. It makes them happy.)
Step #3. Find out when our prospects want to fix their problems; now, or sometime in the future. (Timing is everything. They may have bigger issues at the moment. We will respect that.)
Step #4. If they...
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