The four steps to get more clients.

Maybe we've seen too many movies of sleazy salesmen from the 1970s.

Here is how selling should REALLY work.

Step #1. Listen to our prospects to see if they have a problem that we could fix.

(If we listen, they will like us.)

Step #2. Ask our prospects if they want to fix their problems. (Yes, some people want to keep their problems. It makes them happy.)

Step #3. Find out when our prospects want to fix their problems; now, or sometime in the future. (Timing is everything. They may have bigger issues at the moment. We will respect that.)

Step #4. If they want to fix their problems now, we give them the option of:

1. Taking advantage of what we offer, or
2. Keeping their lives the same.

This view of selling removes most of our fears.

The human brain is a survival organ. Its purpose is to keep us alive. It generally does a pretty good job, seeing as we are alive now while we read these tips.

The brain has automatic programs, such as fear, to keep us safe.

Unfortunately, the human brain is not a good "thinking organ." It hasn’t mastered that yet. We shouldn’t talk to the brain with facts.

Our brains prefer to learn through stories. Stories rock!

Ask ourselves, "How much of our factual presentation can we turn into stories?"

Look at the top leaders. Most of them are great storytellers. That could be a hint.

"No one ever made a decision because of a number. They need a story."

Stories sell facts tell.

Humour

"Been drinking tonight, Sir?" The policeman asked.

"I had one beer earlier, but that was all," I responded.

"I think you've had a few more than that Sir. Would you step out of the van please?"

"Why?"

"Because the Postman Pat ride is for children, and they're waiting for you to get out so they can have their go."