Archives for December 2021

TRAPPED! The ONE Word to Change Your Business Trajectory (and It’s Not What You Think)

Asking the Right Questions

Many people don’t know this but selling is more about listening than talking.

Bombarding your prospect with how amazing your offer is won’t turn a “no” into “yes.”

On the other hand, you’ll have a much better shot at it by listening closely.

Like I explained, the way to handle objections is to acknowledge and ask questions. After you’ve confirmed that a prospect dislikes your offer for some reason, the first thing you need to do is to find out why.

If someone tells you that your offer is too expensive, ask why they think so. Do they genuinely not have enough money for it? Or, are they comparing it to something else that seems to offer more value for the price? Maybe it’s neither and the prospect just wants to negotiate a lower price.

In any case, there’s no way to find out what’s wrong unless you ask.

Remember that the answer is “no” by default if you don’t ask.

In my experience, a big reason why people can’t sell is that they don’t ask enough of these questions. And it’s because they freeze as soon as the prospect declines.

You’ll fix this problem by acknowledging the objection and asking questions. It will also make you feel calmer and more rational during a sales meeting or presentation, which is vital to closing the deal.

The more emotional you get, the less intelligent you become.

This is true for just about anything in life, including sales. The prospect will have all the power if you allow emotions to overwhelm you.

To prevent this, ask the right questions and listen closely to the answer. You’re bound to find something that you can use to change a prospect’s mind at some point.

Best of all, this is something that gets better with practice. Even if you have no idea how to handle objections the right way, it shouldn’t take you a lot of time to learn.

Be Awesome,


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

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Features and Benefits

Most business owners know that the way they structure their offers can have a big effect on their chances of selling.

But do you know the right way to do it?

In my experience, many people focus too much on the specifics of their offer. That’s even though they only must convey its benefits.

If you recall, my last message showed you the connection between problems and consequences. To get someone interested in buying, there’s another link that you need to highlight – the problems and solutions.

Allow me to revisit an example given in that message. If someone has back pain, that’s just the obvious problem. Beyond that, the consequences are feeling old for their age and an inability to enjoy life to the fullest.

If that’s the case, how do you present the solution?

Let’s say that you offer a $600 massage membership. As far as the offer’s concerned, this is the only thing that you should say. You should just move on to the features and benefits straight away – no need to overexplain anything.

For instance, you can say something like:

“We can offer you a $600 yearly massage membership. You’ll get X massages per month so that you can feel relaxed when you need it most. We’ll help you get rid of that stubborn pain through regular massage sessions.”

This is the structure to follow for any services or products. Simply state the offer and then dive into everything that the client will get out of it.

But if it’s so simple, why doesn’t everyone do it?

That’s because people often think that the features and benefits of their offer are obvious… But they’re wrong.

They might be obvious to you, but not to the client. If it were so, the prospect wouldn’t need any converting!

I’ll just leave you with this…

Remember that clients expect you to connect the dots for them.

Be Awesome,

Blair Singer

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

Turning No’s Into Yes’s

When someone declines your offer, can you turn it around and change their opinion?

Or, do you find the idea of objection handling terrifying?

I get that it might seem scary.

Because when someone declines your offer, your confidence drops. You might even start to doubt if your offer is worth as much as you thought it was.

Worse yet, you might become paralyzed when a prospect says “no.” This is especially true if they go on a rant as to why they think your offer isn’t worth it.

But the good news is that there’s an effective way to feel unafraid when handling objections. Even better, it can also change people’s minds and get you to really start selling.

I’m talking about acknowledging and asking questions.

Let’s focus on acknowledging first.

You see, the initial reaction to an objection sets the stage for the rest of the sales process. If you feel afraid or diffident, you immediately lower your chances of closing the deal.

Your prospect will sense this lack of confidence. And when they see you doubting yourself, it will justify their reason for saying “no.” From this point on, turning a prospect around becomes extremely hard.

So, what should you do instead?

It’s something so simple that it sounds almost too easy.

Just say “thank you.”

No matter what the prospect says about your offer, thank them. It’s the best way to react to an objection.

To begin with, there are no negative emotions attached to this expression of gratitude. You’re not going to feel scared or awkward. Instead, you’re simply acknowledging and confirming that the prospect has an issue with your offer.

From there, you can move on to asking questions, which is how you can turn the situation around.

I’ll explain this further in my next message so you know exactly what to do.

Be Awesome,

Blair Singer

If you want know the how-to Turn Nos into Yeses, online or offline so your customer’s trust, love, and respect you within minutes, I’d like to invite you to click here >>