How To Get Your Clients To Take Action!

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Hi, Bernie De Souza here with some good news for you today..

Did you know...According to scientists, the bumblebee's body is too heavy and its wing span too 
small for it to be able to fly. 

Aerodynamically, the bumblebee cannot fly. But the bumblebee doesn't know that, and keeps 
flying.

Sometimes we let our own limitations hold us back from “flying” to new opportunities, but the 
only limitations a person has are those that are self­imposed. 

The bumblebee is a great reminder not to let other people or (yourself) put limitations on your 
success. 


A Bit of Humour for you:

Before going away on business, a man drove his Rolls Royce to a busy city bank. He went in to 
ask for an immediate loan of £5,000.

The loan officer was quite taken aback, and requested collateral.

“Here are the keys to my Rolls­Royce”, the man said.

The loan officer promptly had the car driven into the bank’s underground parking for 
safekeeping, and gave him £5,000.

Two weeks later, the man came back and asked to settle up his loan and get his car back.

The loan officer checked the records and said, “That will be £5,000 in principal and $15.40 in 
interest.”

The man wrote a check, thanked the loan officer, and started to walk away.

“Wait sir,” the loan officer said, “while you were gone, I discovered that you are a millionaire. 
Why in the world would you need to borrow money?”

The man smiled. “Where else could I securely park my Rolls­Royce in London for two weeks 
and pay only £15.40?”


How to get your clients to commit to taking action.

I had lunch with my friend James last week. He told me that one of his new sales team 
members was having a hard time getting his clients to take action on proposals. 

Here are two tips he gave his new sales rep. Now the fellow’s clients take action at the end of 
his presentation almost every single time.

1.) Skip the close and take away the fear.  

Our prospects invite us in, listen politely to our presentation and then... Bam!  
We go in for the close. 
You can almost see the prospect shrink back in their chair, cross their arms in defense and
brace themselves for the closing assault. 

Take away sales resistance by incorporating the answers to common objections into the 
presentation! It’s easy to do, after all, there are only so many concerns and objections a 
prospect might have.  Here’s how it works. 

A. Make a list of the most common objections you and your sales team hear during 
presentations.

B. Write out one or two answers to each objection. 

C. Work the answers into your presentation naturally while your prospects are learning 
about the benefits they’ll receive from using your product or service. 

D. When you get to the end of your presentation say: “Thanks for listening.  That’s what we 
have to offer you. So, what do you think?”  

E. Give your prospect a moment to think, listen to their answer, and then answer any 
remaining questions. 

If the rest of your presentation is filled with benefits your customer will gain from working with 
you, it’ll become easy for them to commit to do business with you.

2.) Pain vs Pleasure

Understand what motivates your client.  

Psychologists say that everything we do is motivated by one of two fundamental desires:

A. To gain pleasure
B. To avoid pain. 

Pleasure is a great motivator. People love feeling good about their decisions, life and business. 
They enjoy their favorite foods, are happy when their bank account is full and love going to their 
favorite vacation spot. 

People will also do more to keep something they value than they will to get something new. The 
fear of loss is a very powerful motivator, and, people will go above and beyond to avoid 
something that they perceive to be painful.   

Think about your own recent decisions. How many of them did you make based on your desire 
to either gain some sort of pleasure, or to avoid some form of pain?  

If you can show your clients that they will “lose out” by not using your product or service, they’ll 
be highly motivated to do business with you. 

What discomfort will they experience by NOT doing business with you?  

I learned a lot from James that day. Needless to say, I bought lunch.

Until next time,

Cheers!

Bernie

Do you know a friend who could use some help building rapport and asking for referrals? 
Please feel free to forward this email along to them!

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