by Charlie on July 14, 2010
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In my previous post we reached a point where your prospect realises he wants to make some changes and he asks you what you do. Try the magic words ‘which means’ to connect your business to one of your products or services:
“I am in the skin care business which means that we have this wonderful moisturizer that makes your skin look 20 years younger in only 45 seconds a day.”
You’re telling a story at the same time and you know how powerful stories are. Then he asks how much money he can make. Pick a figure that you feel matches your prospect’s desires.
Don’t suggest $10,000 a month to a guy who is only just earning enough to feed his kids – he won’t believe you. And if you are talking to a company CEO, maybe 10 thousand a month is just peanuts. [click to continue…]
by Charlie on July 12, 2010
Most people – about 90% – are sales resistant, even if they are prospects for your business. So how can you overcome this?
In my last post I shared a question that Tom ‘Big Al’ Schreiter suggested as a way to get people to open up and say genuinely whether they enjoy what they do for a living. As I said, most people will not be interested in joining your business. The way of the entrepreneur is not right for the majority. That is a fact so there is no point in going against that and pitching everyone. It will get you a bad reputation. But if they show interest….
Let’s look at a key phrase that is often used and guaranteed to have people fold their arms, sit back and say ‘no’. “Would you be interested in?” Wow, is that a bad one. It brings up all the alarm bells. Why? Because it immediately implies that they may have to part with money or sign their lives away.
Try these magic phrases: [click to continue…]
by Charlie on July 10, 2010
I went to a workshop with Tom ‘Big Al’ Schreiter a couple of days ago. Chatting with him afterwards, he said “I don’t really believe in the Law of Attraction that much.” Well that floored me when you think how much we all talk about attracting the right people, positive attitudes etc. but he went on to say that although all the positive self talk and dreams are important, we must develop skills to turn all the positive affirmations into success.
I think too many people who have watched the film ‘The Secret’ come away with the idea that all you need to do is to have big dreams, vision boards overflowing with pictures, loads of positive mental attitude and success is yours. Not so easy.
Like Big Al said, if you are negative you will surely push people away. But if you are positive and you are talking to a lot of people, yet still not building a big business, something is missing. [click to continue…]
