April 04, 2024

How to Overcome Clients’ Indecision

Here are things you can do to overcome clients’ indecision

1. Don’t provide too many options or choices. Two to three is all you need.

2. Provide examples or situations which enhance your image in the eyes of the client. This will make the client comfortable in associating with you. This is yet another reason why top agents win more business; because their client sees their self-image being validated or enhanced by association.

3. If you see that the relationship isn’t a good fit for you, make it easy for them to say no. Be upfront about it. You will find it liberating and you will gain confidence in this new-found freedom of not needing a deal

The dual benefit here is:

You make it easy for the client to make a decision by taking all the pressure off them, and
they will consider you an ally rather than someone with the unpleasant association of putting pressure on them.

The result is you’ll either be a favourable choice in this transaction, or if not this time, they’ll reach out to you in the future.

We are now moving into the area of understanding the psychology of the client. Be aware that everyone’s decisions are influenced differently, so a standard script will not work for everyone.

You require a high level of awareness to sense and see the change in the client and listening skills to be able to tailor your response to their key requirements.
March 28, 2024

Why Do We Struggle to Learn?

...and why do we then fall back into old habits?

It is astounding how many people struggle when learning new things, specifically in a training seminar.

They are often in the right mindset when they start to learn something new and are open to it and then suddenly, as if someone has flicked the switch, they turn off and become resistant to what they are learning and yet are not even aware that this has happened.

I have often seen a trainer enthusiastically getting people involved in the training, yet when these people leave, they fall back into their old habits very quickly.

They will often complain that the training was not that good, they couldn’t see the relevance of it and they don’t know how they could adapt it for their own use.

Many of us are sometimes in this frame of mind when it comes to learning new things.

We kid ourselves saying that we are open, but the moment learning something new becomes difficult, we shut down.

I would like to give you some insights into why this happens and some strategies to help to stop this. And if you understand this, it will also provide clues about your belief systems and why you find it difficult to change.

You may have heard of the 4 stages to learning.

The 4 stages of learning provide a framework for understanding how individuals acquire new skills or knowledge:

  1. Unconscious Incompetence. At this stage, individuals lack awareness of their incompetence in a particular skill or area of knowledge. They don't know what they don't know. It's like being oblivious to the existence of a skill or not recognizing its importance.

  2. Conscious Incompetence. In this stage, individuals become aware of their lack of proficiency in a certain skill or area. They recognize that there is something they don't know or can't do, and they may feel a sense of frustration or inadequacy. However, this awareness is essential for progress because it motivates them to seek learning and improvement.

  3. Conscious Competence. As individuals progress, they start to develop competence in the skill or area they are learning. However, their proficiency requires conscious effort, concentration, and practice. They are able to perform the skill, but they need to focus and think about each step or element involved.

  4. Unconscious Competence. At the final stage, individuals have mastered the skill to the point where it becomes almost automatic. They can perform the skill effortlessly and without conscious thought. It's like second nature to them. They have internalized the knowledge or skill, and it has become ingrained in their behavior.

These stages are not necessarily linear, and individuals may move back and forth between them depending on various factors such as the complexity of the skill, the amount of practice, and individual differences in learning styles. Understanding these stages can help learners and educators tailor their approaches to maximize learning effectiveness.

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March 08, 2024

The Power of “Why”

Ever had a prospect say, "It's a great idea, but..." and the conversation stalls? As salespeople, we understand the importance of motivation, but where does it truly come from? This question leads us to the often-underestimated, yet crucial, Step 1 of the 5-step change process: awareness.

While some might argue later stages like negotiation or action hold the most weight, Step 1 is the foundation upon which all others stand. Here's why it's your secret weapon:

1. Awareness Ignites the Spark: Before any action is taken, a prospect needs to recognize they have a problem or unfulfilled desire. This awareness acts as the spark that ignites the journey towards change. Without it, even the most compelling offer might go unnoticed.

2. Why Matters More Than What: Think about it: if you don't understand why you want to achieve something, how motivated can you truly be? Step 1 isn't just about acknowledging a need; it's about uncovering the "why" behind it. This "why" becomes your prospect's internal motivator, pushing them forward even when faced with challenges.

3. The Power of Rational Thought: While emotions play a role in the decision-making process, Step 1 encourages stepping back and approaching the situation rationally. By analyzing their current state and the potential benefits of change, your prospect can weigh the pros and cons objectively. This rational justification strengthens their resolve and fuels their commitment to move forward.

4. From "It's a Great Idea..." to Action: Remember that hesitant "It's a great idea, but..."? When your prospect has a strong understanding of their "why," these objections often become opportunities for further exploration. You can address their concerns, aligning your solution with their deeply rooted motivations, ultimately leading them to take action.

Remember, effective salespeople are not just product peddlers, they are change catalysts. By focusing on Step 1, you help your prospects discover their "why" and empower them to take ownership of the change process. This, in turn, leads to increased engagement, stronger motivation, and ultimately, a higher chance of closing the deal. So, the next time you encounter a prospect, remember the power of Step 1: Awareness. It's not just the beginning, it's the foundation for successful change and a win-win situation for both you and your customer.