Blog Post 1

In most prospecting interactions, you have mere seconds to get your
prospect’s attention. In those precious few moments, message matters. What
you say (the words you use) and how you say it (nonverbal cues) are critical
to your success.
I’ve spent most of my life around horses. Horses have an innate ability to
sense fear, and they will take advantage of riders the moment they sense
that the person is afraid or lacks confidence. Horses have a 5-to-1 weight
and size advantage over the average person. If the horse doesn’t believe that
you are in charge, it can and will dump you.
Prospects are no different. If they sense fear, weakness, and lack of
confidence, they will shut you down or bulldoze right over you. Delivery
matters. Fanatical prospectors exude confidence, which is why they are so
successful at opening doors that others believed were nailed shut.
One of the truths about human behavior is people tend to respond in kind. If
you are relaxed and confident, you’ll transfer that emotion to your prospect.
If you want prospects to be enthusiastic about meeting you, be enthusiastic
about meeting them. A relaxed, confident, enthusiastic demeanor and tone
will open doors when nothing else will. Nonverbal communication
includes: