Blogs

Please find a range of blogs below:

Overcoming our prospects’ fears.

Salesmen scare their prospects. Salesmen have an agenda and want to sell them something. Nobody likes to be sold, but people love to buy. So how do we get people to feel like they are buying instead feeling like they are being sold? By putting the control of the information flow in their hands. When someone is giving a presentation, they are selling to us. When they ask questions, and they answer our questions, we are buying. See the difference? What question will change their perception of us? "What would you like to know first?" Instead of... Read full article

This hurts … when we "get it" …

When we are brand new in business, and don’t know anything, everyone tells us “What to do." We listen to guru speeches, motivational trainings, take notes at seminars, and feel great after the company conventions. Next, we listen to endless Zoom calls telling us even more things to do. Nice. We know what to do. We don’t need any more lists of what to do. We already know we should talk to prospects, close our prospects, follow up, be positive, have the eye of the tiger, post our goals, be an example … and well, we know all of this... Read full article

Agree and close.

​ Step #1: Agree with prospects that they have a problem. Step #2: Ask them about their current plans to fix their problem. Step #3: Watch them squirm and make excuses and realize they have no solution. Step #4: Ask the prospects if they would like us to share a solution with them. Step #5: Watch our business grow fast. Notice that we didn't show them a PowerPoint presentation or a company video. Instead, we got our prospects to make a "yes" decision to solve their problem. That is where the real decision is made. Our presentations come... Read full article

What question will help us make better presentations?

"What would you like to know first?" Instead of pitching and presenting, we put our prospects in the question-asking mode. It’s easy. And it is polite. Prospects hate a one-way conversation where we just talk at them. So as soon as possible, ask the question: "What would you like to know first?" Our prospects will feel more in control of the information, and they will tell us exactly what they want to know. Why prospects join. If prospects joined because of information, companies wouldn't need us. They already have... Read full article

How I learned "mind-reading" ninja skill

Here is the short story. I cheat. This takes two steps. #1. Ask better starter questions. These will get our prospects to open up more. We want them to tell us exactly what they are thinking. This way we can serve them better. Examples? "What would you like to know first?" "What would you like to know next?" "Why did you decide to start looking now?" "What will happen if you could retire earlier?" #2. Learn to listen. Our prospects will tell us exactly what we need to know. Prospects love speaking what’s... Read full article

The 3-word formula for success

"How we can" formula. The three words, "how we can", makes prospects pay attention and listen to our benefits. So, when we describe our products, business, or advise use these words for better impact. How we can: Be the first one to retire in your peer group. Have on going automatic leads. Build family memories with a holiday of a lifetime. Increase our investments while we sleep. Improve our portfolio in just one meeting. Protect our children from paying inheritance tax. Understand when we can retire in one coffee meeting. How to... Read full article

My three most-used phrases.

​ Of the four basic skills, rapport is #1. If we don’t have rapport, well, we have no chance. Phrase #1: "Well, you know how." Great rapport builder. Phrase #2: "Most people." Creates rapport and closes. Phrase #3: "Would it be okay if." An easy close. Add power words when talking with prospects. Tested. (Seems credible.) Proven. (No more scepticism.) Endorsed. (Someone important agrees.) Discover. (Gets their attention.) Options. (They feel relaxed and in control.) Think about. (Causes them to consider our fact... Read full article

Two Professionals walk down a street of prospects …

​ The first Professional talks to everyone. No prospects. He thinks, "What a bunch of dumb prospects. My offer is too expensive. The economy is bad. This business is too hard." The second Professional talks to the same prospects. The prospects react, "Wow! Tell me more!" They think, "What a great gold mine of prospects. Almost everyone wants what I offer." The lesson? Prospects are neutral. They don’t become a good prospect or a bad prospect, until they meet us. They make a quick decision based on the words we say. If you... Read full article

How do we introduce what we do?

​ We want to promote our speaking, training, coaching, advising or programme but we don’t want to look pushy or risk rejection. So, when someone asks us what we do for a living, our answer can make all the difference. Here is one formula. Not the only formula, but an effective formula to start. Step #1: Create rapport and familiarity. How? By describing something our prospect believes to be true. Now our prospects feel like we see the world from the same viewpoint. We must be fellow geniuses, just like them. Step #2: What will we describe? A problem our... Read full article

Prospects prejudge …

​ Prospects prejudge us in the first 10 seconds, before we mention our company, our video, or our compensation plan. This is where the decision happens. Not fair, is it? Prospects don’t know how their minds make a decision, but we do. When we control the first 10 seconds, everything else is easy. No more rejection, selling, or convincing. Spend our time perfecting our first 10 seconds. This is a short, 7-minute video from the MDRT is the answer. It is one of their most popular videos as they have translated it into 12 different languages. Here is... Read full article

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