Please find a range of blogs below:
03 March 2019
Being Shy can be a massive advantage when your prospecting
Shy people have a massive advantage
A common misconception is that shy people have trouble building their businesses.
Wrong. Shy people have a natural advantage that makes them great business-builders.
Natural advantage? Yes. They are great listeners. And prospects love great listeners.
If the purpose of business is to solve other people’s problems, how can we know what our prospects’ problems are if we are talking all the time? Yes, the talkers pitch their businesses blindly, not...
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17 February 2019
We talked to our friends, and they said, "No." We talked to our relatives, and they said, "Not interested."
Finding more new prospects to ruin isn’t the answer.
We don’t need more new people to ruin. We need to change what we say.
If our best prospects (family and friends) hated what we said, then strangers won’t like what we say any better.
• Buying 1,000 names of new prospects to ruin isn’t the...
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03 February 2019
Remember as a child when you couldn't pass a swing without wanting to have a go?
Remember when your imagination transported you to a world where rockets were made from water bottles and castles were made of cushions?
Never, ever, lose the desire to climb a tree or run through sprinklers.
As the French philosopher Charles Baudelaire said, creative genius comes from those who have managed to stay in touch with their childhood and not got buried under the could, should and would of adulthood.
Don't become stale.
Also, we can learn so much from our...
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20 January 2019
Can you remember your first date with your spouse or a partner? Can you remember how you felt?
Butterflies in the stomach, can't wait to see them?
But after while the romance fades doesn't it, and we don't hang off our partners every word.
This is also true of business relationships so that's why we need to keep it fresh and let our customers, colleagues and loved ones know that we care about them and appreciate them.
In over 30 years of business, I've never come across anyone who has ever told me that they feel over...
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06 January 2019
A successful life requires 3 simple things, a
Wish bone - You can't hit a target you can't see. Having a clear vision of what you wish for keeps you on the right path.
Back bone - to keep going when you're going through hell, and a
Funny bone - laughter is the shortest distance between two people, and given that great relationships drive business and life, putting a smile on people's faces is both an enjoyable and profitable strategy.
Regardless, don't you find that people with a good sense of humour have a better sense of life?
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23 December 2018
Step #1. Agree.
We can’t win an argument.
Plus, while we are explaining our good points, the prospect isn’t listening anyway. Why? Because he is thinking of what he will say when we shut up.
If we agree, there is no need for the prospect to think of additional points to support his position. So his mind thinks, "You agreed. So there is no need for additional points. Hmmm, nothing for my mind to do now. Might as well listen to what you have to say."
Then, we go on to rapport.
Rapport- Have a fact that our prospects agrees with. They...
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09 December 2018
The Doc - aka my daughter Emma who is only 10 - says that I'm prone to bouts of Irritable Male Syndrome.
My computer crashing, being kept waiting and poor service seem to trigger my IMS.
Whilst the occasional whinge and moan can be cathartic, research shows that just like passive smoking, passive moaning can damage your health.
Researchers at the University of California have found that when someone complains, it lowers the mood of others in a process called neuronal mirroring.
Complaining has also been found to be exponential in...
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25 November 2018
One morning several years ago I thought to myself……
"Every morning I woke up I was weighed down by emails, text messages and voice mails with the word "urgent" in.
Good morning had become good mourning for me.
I realized that I was spending less and less time doing what made me feel good.
I spoke with my coach, do you have a coach? He recommended that I change what I did.
So each morning, I now make sure that my diary is full of stuff that makes me feel good.
This usually involves talking to people that make me laugh and...
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11 November 2018
Here is an easy way to get an appointment and create an incredible bond.
Think about that tough prospect who doesn't allow appointments. Does he or she have an interest or hobby that you know of?
Go to a book store and find an appropriate book for your prospect's interests. Send the book to your prospect with a note that reads:
"Just saw this book and immediately thought of you. Hope you enjoy the book."
That's it.
The next time you call, the tough prospect will take the opportunity to thank you for your thoughtfulness. Then it will be...
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28 October 2018
Well, it is not really a "battle," but we need to know where to go to work.
If we are going in the wrong direction, it doesn't matter how hard we work, it's going to be ugly.
So where does the "battle" occur in our business?
In the six inches between our prospects' ears.
The flip chart, the online video, the glossy brochure ... all are meaningless unless we recognize that we must go to work inside our prospects' minds.
What do I mean? We have to fight to get our good...
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