Please find a range of blogs below:
14 April 2024
"And that's it."
"And the rest is up to you."
"Well, what do you think?"
"What would you like me to do now?"
Okay, these are far from the best closing practices, but they are easy and safe.
Prospecting: The Quest for Imperfection.
When you use these words in front of a saying, it’s never challengers “There is an old saying …”
Put the magic word phrase, “There is an old saying …” in front of these phrases for maximum impact:
“A failure is someone who...
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07 April 2024
Would you get your new car serviced by an unskilled wannabe mechanic?
Would you allow an unskilled student dentist to repair your teeth?
Mindset is important, but it can only take us part of the way. Walking across burning coals is a nice party trick, but that isn't our mission in Business.
"Wanting it" and "knowing how to get it" are two different things.
But ... nobody told me that when I started. So, I started my career with ...
Ignorance on fire!
Yes, it did attract a few people. But later I learned that they came for the...
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31 March 2024
“It's not whether you win or lose, but where you place the blame.”
-- Anonymous Advisor
Ever notice that the Advisors who do the least … have the most excuses?
Their philosophy is, “I don’t have to work, or even try, as long as I have great excuses.”
What are some of their favourite excuses from the library?
I don’t have any time.
I don’t know anyone.
No one wants to listen to me.
It is difficult to know what to say.
I don’t want to feel like a salesperson.
It is easy for other people,...
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24 March 2024
It is what we don’t know that holds us back.
How much did I NOT know when I first started my business? Everything.
One book changed that: “How To Win Friends and Influence People” by Dale Carnegie.
I discovered new things such as:
People just react to what we say and do.
People think about themselves all of the time.
People don’t care about us, but focus on their problems.
People will listen to us if we talk about them. Oh.
There were many more unknown lessons in this book for me. But learning what I didn’t know...
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17 March 2024
Forget, facts, features, PowerPoint, and company videos. The real action happens in the first few seconds of our conversation. And, when we do get a chance to talk, let’s keep it short.
Let’s use sound bites to deliver the maximum effect in the minimum number of words.
Some soundbite examples:
For insurance sales: “Dying for us is a major inconvenience, but even a larger inconvenience for the people we leave behind.”
For diet sales: "Turn your body into a fat-burning machine."
For team members at your company: “Learn one...
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10 March 2024
The longer our offer stays in our prospects' minds, the better chance of our message sticking in their minds. We want to be more than a fleeting thought.
Examples of questions that stick?
"If taking care of your pension gives you the option to retire earlier , what will you do during those extra years of freedom?"
"When you get a better return on your investments, what are some of the additional things you will spend it on?"
"How will you feel when you know all of your inheritance will go to your loved ones and not the Government?...
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03 March 2024
We get judged quickly. Unfair, but reality.
If we use these opening phrases, it might be time to rethink how we start conversations online.
Hi, I love connecting with like-minded individuals ...
I noticed we're both passionate about ...
I see that we share an interest in ...
It's great to connect with fellow ...
Do we feel the dreaded "salesperson alarm" ringing?
Instead of using these worn, generic openings, let’s personalize our messages. Yes, be human. Not a cut ‘n paste robot.
And the difference? More honest...
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25 February 2024
Most amateurs spend several minutes warming up their listeners. Why?
Don’t say, “This is an inexpensive solution.”
Instead, say, “You will LOVE how much you will save.”
Don’t say, “These vitamins have 99 magic ingredients.”
Instead, say, “You LOVE how these will make you feel.”
See a trend?
Because they don’t use good rapport skills. They don’t understand how it works, and don’t know the shortcuts.
So the next time we see this in real life, smile. We can say to ourselves,...
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18 February 2024
The purpose of business is to solve people's problems.
And nobody wants a solution … unless they have a problem. Oh.
Need a shortcut? Think of our conversations following this outline. Ready?
Do you have a problem?
Do you want to fix your problem?
When do you want to fix your problem? How long do you want to keep it?
If you want to fix your problem now, here is what I can do to help fix your problem.
This isn’t very complicated, but it is so effective.
This also explains why shy listeners do so well in professional networking....
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11 February 2024
"I want to think about it."
So, our prospect looks us in the eye and say, "I want to think about it."
We reply, "Oh. Uh. Uh. Well, uh, see what your spouse, boss and other strangers say, and we'll talk in a couple days."
I know, I know. You would never say anything dumb like this. Me neither.
These 2 words would help you overcome the “I need to think about it excuse”.
This short video explains these 2 words quickly.
Comfortable and...
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