Archives for January 2022

Be a Teacher and a Leader In Business

Dealing With “Public Enemy Number One”

Discover the Real Issues

What is the biggest pain point of your customer?

Can you nail down that underlying issue that you can help them eliminate?

In reality, many businesses don’t understand what their market truly wants. They focus on the surface-level messages without digging deeper to identify the root problem.

I don’t want you to be like those businesses.

You need to learn how to identify the issues that even your customer might not see themselves.


Because when you do this, your marketing and sales effort will start to return much better results.

Think of it this way:

Nobody becomes overweight from eating one piece of cake. There’s got to be something about their eating patterns.

Similarly, a business doesn’t struggle for a lack of sales. There has to be something in the processes that isn’t performing up to par and affecting sales.

Do you see where I’m going with this?

You need to look beyond the obvious and find precisely what’s causing it.

This is how your audience will recognize that you understand their struggle. And when they realize that you know their real pain, they’re more likely to work with you on solving it.

But, how do you find those underlying issues?

The answer is in asking a lot of questions.

For example, we have a list of 50 questions that we ask our clients to shed light on their business processes. This allows us to know what works and what doesn’t in our clients’ business.

Let’s say that you’re in real estate. You’d need to know the investor’s needs, risk appetite, and all other crucial criteria in great detail.

Just because you have a lower-ticket offer (compared to real estate) doesn’t mean that you shouldn’t dig as much into your audience’s needs.

My advice is for you to start figuring out your audience’s underlying pain as soon as possible. I trust that you now know the benefits.


If you’d like to master discovering the right clients which will catapult your business sales, click here>>


Negotiate to a YES

I’ve covered the first four steps of the selling cycle.

The fifth step is how to handle objections and turning a no into a yes.

Somewhere during this negotiation, whether it’s online or offline, you’re going to find that someone is going to say no.

They might say that they don’t have any interest in what you’re offering. Or, they don’t have enough money.

People will say “no” because they don’t understand or because they have Little Voices going on all about it.

Your job is to have the skill to turn a no into a yes.

How do you do it?

Through acknowledgment and asking questions. Learn how to handle the psychology behind the objections, which is just say “thank you” to everything.

Somebody says it’s too expensive? Thank you.

Somebody says you’re an idiot? Thank you.

You have no idea what you’re talking about? Thank you.

And then, you ask questions.

Why do you feel that way? What are you comparing it to?

Many people can’t sell because they feel terrified of public speaking. Any kind of public speaking is greater than the fear of death for most people.


Because they feel exposed.

If they mess up, everyone will see it. And it’s not so much about messing up but the embarrassment that follows. That’s what people are afraid of.

When someone says no, just remember this formula:

When your emotion goes up your intelligence goes down.

That means you’ll want to keep your cool, say thank you, then ask questions that may make them change their mind.

You’ll be more than ready to handle someone saying no to you and you’re not going to allow your emotion to go up.

That’s all there is to step five – objection handling.

And you can use this formula to turn a no into a yes.


If you want know the secrets to negotiate to a YES, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>


Make or Break – Scaling Your Business Is All About… THIS!

Constructing a Sales Presentation

After the first three steps of the selling cycle, you’re about to move on to the fourth.

This step is all about constructing a sales presentation.

But, before I get into that, I’d like to offer a side tip:

If you’re only starting your business now, you can work for free. Know that it won’t be free work in the end because you’ll be doing it in exchange for a testimonial. You’ll also learn a lot about your clientele and their problems, which will help you in the future.

So, back to our sales presentation. It’s quite simple with just a few things to keep in mind:

  1. Make sure you’ve added value along the way. And this applies whether it’s a formal presentation, a public presentation, or a group presentation.

I remember when I was selling expensive computer equipment. Trying to close a huge client, I was visiting them for three months. I was giving them suggestions and helping the guys in the warehouse. So, I learned what their problems were.

When you make a presentation, restate the problems you’ve learned about your client. Tell them the consequences of the problems if left unattended – never just point out the problems.

  1. Present your solution. You don’t need to say much about it. You can simply say it’s your six-month sales training program. And then move quickly to the next step, which is what we call FB: features and benefits.
  2. Features and benefits are old-school. Tell the client what they’ll be getting out of your solution. The benefits are not always obvious so you need to present them. You’re helping them to connect the dots.

After that, make the offer.

Don’t elaborate too much. People like PowerPoint presentations and all that, but make sure you stick to the formula.

And if you want to be a good presenter, you need to practice, practice, practice.

That’s if you want to get good at making money. However well you do this and the next step will determine this.

I’ll be back with what the next one is.

Be Awesome,


If you want know the how to construct a sales presentation, online or offline so your customers trust, love, and respect you within minutes, I’d like to invite you to click here >>