Blogs

Please find a range of blogs below:

Where can I find good prospects?

​ Prospects are everywhere. Ask ourselves, "Do they want more in their life ... or less?" So of course, most people are pre-sold prospects already. But, when we talk to them, they don't trust us, they don't believe us ... so they pretend to not be prospects. The first rule is to build rapport. That means showing prospects that we see the world the same way as they do. For example, we can start a conversation by saying, "You know, inflation has risen recently." If the prospect agrees, the prospect feels more trust and will want to... Read full article

Ugly red mark on my forehead.

The salesperson asked me, "So what got you thinking about a new computer?" And then I sold myself.​ I drove home with my new computer wondering, "Why have I spent all my time trying to convince others? They do a lot better job convincing themselves."​ ​<Slaps forehead and leaves a bright red palm print.> Who do we listen to? Salesmen? Or our own minds? Now, we might be thinking, "Are you saying we should get our prospects to sell themselves … instead of getting them to watch that corporate, boring video?" Uh. I... Read full article

"Why do my prospects ghost me?"

I was teaching a workshop in Edinburgh last week and was asked this question. "Why do my prospects ghost me?" Here was my answer. "Ghosting is not a paranormal experience. It is our prospect signalling to us he is not interested but is afraid to tell us." What is a solution to this? To make sure we have a reason for a follow-up. Let our prospects convince themselves. We listen. We hear our prospects’ problems. Now, what would be a high-level way to respond? "You know, it is okay to keep our problems and live with... Read full article

How do I know what to say?

The purpose of business is to solve other people’s problems. So, the question should be, “How do I know what problem my prospect has?” Answer: By listening. That is why the “talkers” have trouble building a business. How can we know what problems people have if we are doing all the talking? Shy people? Great listeners. Awesome at finding out prospects’ problems. Insane logic. Single friends give us marriage advice. Broke friends give us financial advice. Employees give us business advice. Friends who are overweight give... Read full article

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

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