New Hope Presented in Growing Alzheimer’s Field at Conference

Jul 02 2023 Published by admin under Uncategorized

This week the annual 2015 Alzheimer’s Association International Conference took place in Washington, DC. The conference is an opportunity for dementia researchers from around the world to come together and share their study results around the prevention and treatment strategies for Alzheimer’s and other dementias. The presentations demonstrated a diversity of treatment-related findings which is good news for patients and should be noted by those in the pharma sales field as it means the expansion of options for treatment.

Results from more than a dozen experimental drug studies at AAIC show the research community attacking Alzheimer’s disease from multiple angles, targeting the underlying causes and some of the most pernicious symptoms. Data from pharmaceutical company Eli Lilly suggests its solanezumab drug can cut the rate of the dementia’s progression by about a third. A new trial is due to report next year and should provide definitive evidence. The death of brain cells in Alzheimer’s is currently unstoppable. Solanezumab may be able to keep them alive.

Advances such as theses show a clear maturation of the Alzheimer’s research field, a recognition of the need for a broader attack, and hint at future possibilities for combination therapy. New reports included advanced trials and new analyses in three drugs targeting the abnormal amyloid protein that forms plaques in the brain (one of the hallmarks of Alzheimer’s), plus three drug trials that target other pathways and symptoms in the disease, including psychiatric symptoms such as agitation.

This is good news as projections reported by The Lewin Group for the Alzheimer’s Association show that 28 million American baby boomers will get Alzheimer’s by midcentury — which will consume nearly 25 percent of Medicare spending in 2040 — unless there are significant advances in treatment and prevention. A study by the same group released earlier this year suggested that a treatment that delays the onset of Alzheimer’s by five years could save $220 billion within the first few years of its introduction.

Also concerning was the information that women are at the epicenter of Alzheimer’s disease. According to Alzheimer’s Association 2015 Alzheimer’s Disease Facts and Figures, almost two-thirds of American seniors living with Alzheimer’s disease are women.

On the more promising side, studies indicated that brain scans, memory tests and body fluids may hold the keys to understanding a person’s likelihood of developing Alzheimer’s, even among those who don’t have memory and thinking problems associated with the disease. A highlight from the conference was a study that suggests it could someday be possible to detect Alzheimer’s-like changes in saliva, which is simple to obtain, easily transportable and has been successfully used in diagnosing a variety of diseases and conditions. Another study suggests positron emission tomography (PET) scans of brain inflammation could one day be used to detect the disease and track the impact of treatment.

Worldwide, around 36 million people are living with Alzheimer’s disease – a condition that accounts for around 60-80% of dementia cases. In the US alone, around 5.3 million people are living with the disease – of whom 5.1 million are aged 65 and older. Over the next 10 years, the number of seniors with the condition is expected to rise to 7.1 million. By 2050, around 13.8 million older adults will be living with Alzheimer’s. This year, it is estimated that around 700,000 people in the US aged 65 and older will die from Alzheimer’s, making it the 6th leading cause of death in the country – the only cause of death in the top 10 for which their is no way to prevent, slow or cure it.

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The Wrongful Death Attorney Presents The Victim and Family

Jul 02 2023 Published by admin under Uncategorized

The wrongful death attorney is a legal practitioner who represents both the deceased and the family in a situation where death was the result of acts of another. Under common law, neither a person who was killed as the result of another’s actions- called a tort- nor his or her relatives could bring a suit to recover damages resulting from the demise. Ironically, since the only kind of action that could be brought was for injury to a person or their property, it was actually more economical to have a person die than to just be injured.

It was the Fatal Accidents Act of 1846, known as Lord Campbell’s Act, that permitted relatives of those killed as the result of the wrongdoing of others, to maintain an action at law. This concept spread from England to the U.S. where statutory changes in state law allowed suits to be filed both on behalf of the person who died as well as the beneficiaries of his or her estate. Each state has its own legal requirements concerning this cause of action that a wrongful death attorney has to meet in order to successfully prosecute the claim. Additionally, this is the only type of suit where a corporation could be found civilly liable for damages resulting from death.

What Are The Elements Of A Wrongful Death Case

The burden of proof that a wrongful death attorney has to meet is known as a “mere preponderance of the evidence.” This is far less strict than other legal burdens such as “clear and convincing” and “beyond a reasonable doubt.” The elements that have to be established are as follows:


Duty can be defined as the obligation to act with due care to keep another party safe from harm under the circumstances. In order for a claim to succeed, the duty that was owed needs to be established.

Breach of Duty

Once the obligation has been proven, the next step is to show that the wrongdoer failed to act in such a fashion as to prevent the incident leading to the demise of the victim. This breach does not have to be the result of an affirmative act; failing to act can also meet the test for breach of duty.


The major element of any injury case is causation. The legal practitioner has to demonstrate that the breach of duty was either the direct or proximate cause of the chain of events resulting in the passing of the victim. An important element of causation is foreseeability; the ability to reasonably foresee that acting (or failing to act) in a certain way could result in harm to another.


After establishing legal responsibility, the wrongful death attorney has the obligation to set out the damages that resulted from the event. These can range from monetary loss (both to the decedent and his/her family, pain and suffering, loss of services, consortium, as well as past, present and future earnings. State statutes often put limits of the amount that can be recovered that a skilled lawyer must take into consideration.

Today’s wrongful death attorney has a far more complex task than those practitioners of an earlier time. While the substantive facts of each case may differ, the ultimate goal is the same: to obtain justice for those who have suffered the loss of a loved through the acts of another.

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Stand OUT! Speaking Tip: Are You Effectively Using Your Most Powerful Presentation Tool?

Jul 02 2023 Published by admin under Uncategorized

Would you invest nearly 2 hours to watch a movie watching one character, stranded in the ocean, with less than two dozen words of total dialogue?

I thought it was a ridiculous premise, but against my better judgment, I watched the movie ‘All is Lost,’ starring Robert Redford.

Wow! NOT watching this film would have been a huge mistake.

This is a powerful experience that should be studied by anyone who gives presentations. While it is a testament to the power of resilience and persistence, it is also a textbook example of how non-verbal communication can convey a range of emotions and tell a story. It supports the concept that in speaking, ‘less is more.’

The importance of non-verbals was reiterated to me recently by World Champion speaker Darren LaCroix. He taught me that most speakers spend far too much time worrying about ‘body language’ and gestures. To Darren’s point, your body will naturally gesture when you are telling your story authentically.

He also reminded me that most people ignore their most important visual tool – the face. It can convey emotions and insight into characters and situations that words cannot. Most speakers ignore this. Why use a string of sentences to tell an audience you’re happy, sad, or angry, when you can express those emotions with your face?

An additional benefit to using your face is that it helps create a ‘you-are-there’ feeling for your audience. It’s as if they are in your scenes, that they are part of your story.

That is the power that Robert Redford brings to ‘All is Lost’. The story is of a nameless man, trapped at sea. He faces one challenge after another and needs every bit of ingenuity he can muster to survive. In every situation, he expresses his emotions through his face – concern, frustration, fear, anger, exasperation, helplessness, and hope, among many others.

Additionally, you are able to discern the type of man he is through his resourcefulness. He makes the situation seem plausible, and you are with him emotionally from start to finish.

I encourage you to study this film. Watch each scene for shifts in his expressions that tell you what he is feeling in that moment. Then, go back to a story you are working on. Look for either dialogue or scene descriptions that can be substituted with facial emotions. It takes practice, but you will begin to connect with your audience on a deeper level because rather than being talked at, they’ll feel you’re with them, taking them along on your journey.

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Are You Planning for the Future or for the Present?

Jul 02 2023 Published by admin under Uncategorized

John, Paul, George, and Ringo. The Beatles. Four names as familiar to a generation of fans as any on the planet. But there was a time when it wasn’t John, Paul, George, and Ringo. It was John, Paul, George, and Pete.

Pete Best. The Beatles’ original drummer. The one they fired and replaced with Ringo Starr just when they were on the brink of stardom.

So why did poor Pete get fired? (And, by the way, don’t feel too sorry for Pete. I know Pete, and he’s actually quite happy with his life.)

There are many explanations for why the Beatles replaced Pete Best with Ringo Starr, and most of them probably had some bearing on the decision. But as a Beatles expert and lifelong drummer, I find the most compelling reason to be this:

The Beatles were hiring based on where they wanted to be, not on where they were.
Pete was a good, solid drummer whose booming bass drum drew the crowds into those seedy Hamburg clubs where the band learned its craft. His drumming was perfectly fine for the basic rock and roll they were playing during those formative years. But, fine though it was, Pete’s drumming was limited. There wasn’t a lot of versatility, and there was no indication that he was going to become a more versatile drummer.

Many other bands would have stuck it out. But the other three Beatles (especially Paul, who was always the best musician in the band) had their sights set on the future. And to get to that future, they needed a drummer who could keep up with the music they were going to be making, not just the music they were currently making.

In other words, the Beatles made a decision to hire for the future, not for the present. And that decision paid off handsomely.

So let’s apply this to your business. As a leader, are you making decisions (hiring, equipment purchases, marketing, etc.) based on where you are today, or on where you want to be tomorrow? I would suggest that if you’re making your decisions based on where you are today, you’re already behind the curve. You need to make your decisions based on where you want to be, not on where you are. And to do this, you need three things:

You need a clear vision of where you want to be.
You need a clear idea of what it’s going to take (personnel, equipment, etc.) for you to get there.
You need the courage to commit your money, time, and energy to those people and things that will get you to where you want to be even when the uncertainty of it all seems scary.
Some leaders might say, “I’ll hire better [read: more expensive] people when my business progresses.” That’s the safe move, and it seems logical. But the fact is that your business won’t progress (at least, not at a decent pace) until you do hire better people.

The Beatles could have said, “We’ll stick with Pete until we become superstars; then we’ll hire somebody better.” But it was by hiring somebody better – Ringo Starr – that the Beatles became THE BEATLES, and achieved the future they’d been dreaming of.

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Relationships: Do Not Let Your Past Dictate Your Present or Ruin Your Future

Jul 02 2023 Published by admin under Uncategorized

We all seek a happy life with our partners, particularly in a committed relationship that we hope continues in the long run. However, relationships often get entrenched in conflict because of certain behavior patterns or communication glitches that come forth from either partner.

Each partner’s behavior with their spouse is defined by their understanding of love, which is developed mostly on the basis of their past experiences in romantic as well as platonic relationships. For example, a person who was cheated on in the past is likely to be insecure with their current partner, often expressing doubt or else stone walling him/her whenever they feel they are getting too attached or drawn towards them.

Negative behavior patterns could also be the outcome of what one has witnessed in the relationships of others around them. From a very young age, our mind is constantly analyzing our parents’ marriage, or the bonds that our siblings/friends/relatives etc. share with their respective spouse. A person whose parents had a particularly rough marriage or someone who comes from a broken family may constantly be trying too hard to filter out their parents’ mistakes from their own scenario thus being overly cautious and thinking too much about things that may not even be relevant to their own situation. On the other hand a person who comes from a stable and happy family, or had the good fortune to take inspiration from idealistic couples around them may unconsciously mirror what they perceived as positive behavior patterns. These behavior patterns may be positive, but are not necessarily what every spouse desires.

The best bet would be to consciously assess your behavior patterns and become aware of how your mind has processed past relationships as well as what you have subconsciously picked up while observing other couples. Try to consciously eliminate those behavior patterns that are having a negative impact on your relationship, or are not applicable to the person with whom you wish to find long lasting happiness. It could be a healthy activity to discuss with your partner what he/she feels is detrimental to the relationship and then figure out if it is something you subconsciously learnt from the past.

Most marriage counselors advise couples not to let their past dictate their present or ruin the future. Part of couple therapy is to assess each partner individually while they interact with one another and then identify negative behavior patterns followed by figuring out the past experiences that are causing them to behave as they do. By going through this exercise, there is a chance that a crumbling relationship could be saved or rejuvenated.

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Presenting Your Solution – Feature Advantage Benefit

Jun 14 2023 Published by admin under Uncategorized

One of my new coaching clients contacted me because they were having great difficulty in closing the sale and wanted help. He was great at making appointments but his conversion rate from appointment to sale was really low. He blamed the quality of the leads, he blamed the lead providers. He said he would be brilliant if only he had more quality leads. During our discussions I discovered his telephone skills were really good but once he got to the appointment, here’s what happened:

He became complacent.

Because he had the appointment he thought he could just “show up” and “throw up”.

In other words, because the decision maker had agreed to see him he thought they must be really interested and all he had to do was show up and present his product.


The secret is continual emphasis on relevance. You may have a number of products and all of those will have certain features. You need to know which ones are relevant to your prospective client. To do this you must engage in conversation and ask questions, then you can present a relevant solution which meets the exact needs of your client. Your client is only interested in “What’s in it for me” They don’t want to hear about everything in your armoury.

So here’s what to do:

After you have carried out the questioning part of your sales process and discovered your clients;

  • Present situation
  • What they want to achieve ideally
  • The challenges that are stopping them from achieving their ideal objective
  • The impact of those challenges, including the emotional and financial impacts.
  • The benefits of change

Recap on the information that you have gathered. This gives your client the opportunity to hear it all again and confirm that what you have recapped is what they actually said. Then AND ONLY THEN start to present your solution. It is important to raise interest at the beginning of the sales presentation but this must be maintained throughout the meeting. Again… The secret is continual emphasis on relevance. The only thing relevant to your customer is the answer to his question ‘what’s in it for me?’ The answer to this question must of course, always be A BENEFIT. What doesn’t seem to be so obvious is that a benefit is not the same as a feature. FEATURES are what companies put into their products/service. What a customer buys is not the feature itself, but what the customer gets out of it. These two are linked by the ADVANTAGE

Let’s look at an easy way of remembering this:


Feature – what it is

Advantage – what it can do

Benefit – matches the need of the customer

This can be presented to the customer in the following way:

Start by restating the NEED. This will help you to keep the FAB statement relevant.

This is what it is – Feature

This is what it can do – Advantage

Which means that – Benefit?


Customer Need

“We’ve paid too much money over the years trying to maintain a poorly installed roofing system on the business properties that we rent out. One of our buildings is the Headquarters of a national manufacturing firm.”

“They are furious when the roof leaks and are threatening to cancel their rental agreement with us. This is our largest tenant and if they terminate their contract our profits will be affected to the tune of 40%. It could be months before we find another tenant of their size and stature.”


“Our AllWeather solution uses a high density coating and has a warranty of 40 years.”


“AllWeather sticks to all surface imperfections, seals all cracks and crevices and prevents any leakage.” (This addresses the problem)


“This will ensure that your tenants will be satisfied that their factory will be free from leaks and will withdraw their threat of cancelling their contract with you. Which means that you won’t have to spend time and money looking for another tenant.”

“We will provide you with a certificate of warranty that you can show them to satisfy their requirements.”

“At the same time this will allow you to increase profitability by lowering your previous maintenance costs.” (This addresses the impact of the problem)

Things to remember:

  • Sell only the benefits that relate to your customer’s problems/gaps or interests.
  • Make sure that when you present the benefits of your product or service that you include, how the benefit addresses the emotional and financial impacts.
  • Have your proofs ready at hand to support the statements you have made. Testimonials, Case studies, Data, are all very powerful in substantiating your claims

Presenting the solution as we have called this part of your process, is the point at which you match your clients’ problems, gaps etc. with your solutions. Therefore you should now be able to see why the questioning section is so important. Unless you identify your clients’ situation, problems and gaps and impacts, it is impossible to match your solutions successfully.

Going back to my coaching client, it was nothing to do with the quality of leads or his ability to close. It’s all in the questioning and presenting the relevant solution.

Please leave me a comment below, sharing your thoughts on sales conversations, good and bad. Sharing is how we all improve.

Find A Way and be the Best You Can Be


Email: [email protected]

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MLM Training – A Highly Effective Strategy For Presenting Business Or Product

Jun 13 2023 Published by admin under Uncategorized

As a network marketer, you are a very valuable resource when you know how to present effectively. Continue reading this MLM training article and learn about the different presenting scenarios so that you can become a valuable resource to your MLM team.

In this MLM training tip I explain WHEN you present your business versus when you invite someone to take a look at your business.

First let me give you a rule:

Until you can effectively present, you only use what is called the Inviting Formula.

My intention with this MLM training article is to introduce you to presenting concepts so that you can present when it’s best (for the prospect) for you to do so. Therefore, until you’re effective at presenting, continue using the Inviting Formula while learning to present.

How the Inviting Formula is different than the Presenting Formula

The difference between the Inviting Formula and the Presenting Formula is that the Inviting Formula’s purpose is to ask the prospect to look at a presentation IN THE FUTURE. The Presenting Formula is used when you’re going to present something (business or product) RIGHT NOW.

Take a look at the Inviting Formula and Presenting Formula below and notice the slight difference in the two formulas. The remainder of this MLM training article will explain this difference, so that you know which formula you should follow.

Inviting Formula



Invite – to look at something IN THE FUTURE

Close to action

Follow up

Presenting Formula



Present – to look at something RIGHT NOW

Close to action

Follow up

Inviting Formula Example: If you’re talking to a prospect for the first time and during the Qualify step you determine that the prospect does qualify for your business or product – you would use the Inviting Formula if:

a. You don’t know how to present effectively.

b. You’re going to have the prospect look at a tool (video, audio, brochure, etc.).

c. You’re going to have the prospect meet with you (hotel business opportunity meeting, one-on-one, conference call, etc.) IN THE FUTURE.

Presenting Formula Example: If you’re talking to a prospect for the first time and during the Qualify step you determine that the prospect does qualify for your business or product – you would use the Presenting Formula if:

a. You know how to present effectively.

b. You’re going to present to them RIGHT NOW.

How to Use The Presenting Formula If You Have Previously Done The Inviting Formula

From the Inviting Formula example above let’s say you chose to INVITE your prospect to meet with you in the future (such as a one-on-one). When you arrive at that meeting you would then use the Presenting Formula because you are going to present RIGHT NOW.

Since this is your first time talking with the prospect, you would spend a longer amount of time in the Greet and Qualify steps. In the Qualify step you determine that your prospect qualifies so you invite him/her to a one-on-one with you. In the close to action step you agree to meet with them at a designated location. The Follow-up step is not required unless the prospect doesn’t show up to the one-on-one. Assuming the prospect does arrive at the designated location for the one-on-one, you would do a shorter Greet (than when you did the Inviting Formula) and a short Qualify (just basically restating their needs/wants) and then DO the presentation in the Present step. After the presentation you would close to an action step and then follow up or follow through.

The Formula If No Previous Inviting Formula Has Been Done

Once you know how to present effectively, you start all conversations with prospects knowing that you COULD do the presentation (Presenting Formula) or you COULD invite them (Inviting Formula) to look at something in the future. You start out knowing that you could do either the Inviting Formula or the Presenting formula. Since you don’t know until the Qualify step which you will do…you do the greeting and in the qualify step you determine if you’re going to use the Inviting Formula or the Presenting Formula. The only exception of course is if you don’t know how to present effectively – then you would only use the Inviting Formula. As an example, let’s suppose you meet someone on an airplane and have the next 3 hours with them. You strike up a conversation (greeting) and during the conversation she says, “I am miserable at my job.” She obviously qualifies. You will make the decision (at the Qualify step) whether to Invite her to look at something in the future or Present to her right there on the airplane. If you choose to have her look at a video – you would use the Inviting Formula. If you choose to present to her on the airplane, you’ll use the Presenting Formula.

If there’s one thing you pick up from this MLM training article it would be this: When you know how to present effectively you are a valuable resource. The skill of Presenting is most valuable when you know when and how to use it. There are many times I don’t present, even though I am effective at doing it.

Enjoy the process of learning how to invite and present, and stay tuned in for additional MLM training tips on how to present, as there is a lot more to come, to help you master the presenting process.

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What is Smallpox and How Does the Clinical Presentation Differ From Chickenpox?

Jun 12 2023 Published by admin under Uncategorized

Smallpox is one of the most devastating diseases in the history of mankind. Believed to originate more than three millennia ago in India or Egypt, epidemics caused by smallpox have decimated populations across continents.

Thanks to a campaign of universal vaccination the last naturally occurring case of smallpox was in October 1977 in Somalia. Two years later the World Health Organization (WHO) certified it as eradicated. This was sanctioned by the World Health Assembly (WHA) on May 1980.

There were two types of smallpox recognized in the 20th century; variola minor which had a fatality rate of less than 1%, and variola major which had a fatality rate of around 30%.

Initially after infection with the virus, prior to getting the rash, there was a period of sudden onset of high fever, headache, backache and malaise. After 2-4 days, the rash would begin to appear.

The rash progressed through several stages; from raised bumps to fluid- filled, hard and firm vesicles with a depressed center resembling a belly button.

The lesions appear on the face and extremities, including the palms of the hands and the soles of the feet. The lesions are at the same stage of development in a given area.

Rarely, in 5-10% of smallpox patients, variola major would take a fulminant, hemorrhagic course where it was rapidly fatal. In such patients, the lesions are so densely confluent that the skin looks like crepe rubber; some patients’ exhibit bleeding into the skin and intestinal tract.

Smallpox is extremely contagious via respiratory secretions or direct contact with fluids with an incubation period of 12 days average. The illness usually lasts 4 weeks and the person would be contagious until all the lesions scabbed over and fell off in 3-4 weeks leaving pitted scars.

It is exclusively a human disease with no known animal or environmental reservoir hosts.

So how does the clinical presentation of smallpox differ from chickenpox? During the first 2 to 3 days of rash, it may be all but impossible to distinguish between the two. However after that:


Fever: 2 to 4 days before rash
Rash: Pocks at the same stage of development, deep seated
Distribution: More pocks on the extremities
Pocks on the palms and soles: Usually present
Death: 30%


Fever: At the time of the rash
Rash: Pocks in several stages (crops), more superficial
Distribution: More pocks on trunk
Pocks on the palms and soles: Usually absent
Death: Rare

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18th Birthday Present Ideas – Best Gift Idea For Him Or Her

Jun 11 2023 Published by admin under Uncategorized

If you are looking for a gift idea for an 18th birthday present, you are certainly faced with a challenging task. Like all great gift ideas, you need to understand who you are buying for and what is happening in their lives. Only in this way can you find the perfect 18th birthday present idea.

Coming of Age
The 18th birthday for most teenagers is one of the biggest milestones in their lives up to that point. High school is finished along with all the accompanying stress of homework and in many cases, peer group pressure. Life is changing and adulthood is upon them. Some of their old high school friends may fade away or even move away to college. The prospect of deciding their future seems to be an unfathomable event. Confusion, elation, and uncertainty form a cocktail of emotions.

Yet in the midst of this excitement comes the opportunity for celebration. And of course, one of the ways we celebrate occasions such as this is by giving a gift.

The Teenage Mind
Having a teenage daughter myself, I can tell you with great confidence that you are facing a monumental task. Teenagers tastes seem to change by the week. One day, a certain clothing brand is popular and the next day they wouldn’t be caught dead wearing a t-shirt with the company name on it. Music and electronics trends also change at lightning fast speed.

I have chosen to avoid buying my daughter electronics because I feel that if I did, she would spend even more time plugged in than she is already. Despite my attempts, her part time jobs always allow her to buy her own electronics and I can tell you, the iPods and portable devices change faster than I can keep track of.

My point is that if you are trying to decide on the perfect gift for an 18 year old, you’re going to have a very difficult time finding something that they are going to love. And don’t you want that for them? Buy something for them that they are going to love.

Gift Cards – The Best Solution
My daughter absolutely loves gift cards because she loves to shop. Shopping is a form of creative expression for teenagers because it allows them to express their choice without any influence from the parents. In a survey by the National Retail Federation, 98% of teens surveyed had either received or given a gift card in that year.

Because my daughter doesn’t have a credit card (thank God), she hasn’t been able to shop online yet. Teenagers are just dying to experience more online shopping because they haven’t been old enough. A gift card allows them to do that. It’s also difficult for a teen to go shopping by themselves if they don’t have a car. So make sure you buy a gift card that allows them to shop online.

Find a Gift Card With Many Product Categories
It’s of no use to give a book store gift certificate to an 18 year old when all they really want is a new hoodie. Or what if you bought them a gift card to a clothing store, but it turns out that they’ve just decided that the store brand is out of style? The best solution is to buy a card from an online merchant that offers multiple product categories such as clothing, music, DVD movies and electronics. Let them decide and they will love you for it!

The Perfect Gift Card
When it comes to gift cards, I always buy my daughter the Amazon gift card. It’s truly an amazing no fee, no expiry date, card that offers all the product categories that a teenager could want with literally millions of products to choose from. Amazon is a marketplace, so you will find all the name brand products being sold by a multitude of local and global merchants, all under the trusted umbrella of Amazon.

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Seven Things to Say When Prospects Don’t Have the Time for Your Presentation

Jun 10 2023 Published by admin under Uncategorized

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following:

This isn’t a good time, OR
They only have a few minutes, OR
They ask you in an exasperated tone, “How long will this take?” OR
They tell you they have a meeting in 10 minutes, can you give them the information anyway?
Or any other put off that will cut short the 30 minute comprehensive presentation you had planned.

Most sales reps respond to these objection-like receptions by asking if they would prefer to set another time. That response might be appropriate with the first put off – the “This isn’t a good time,” – but with any of the others, I have a better technique for you.

Let’s start at the beginning. First, when you get this kind of response from a prospect you qualified a week or so ago, don’t be surprised! Face it: it’s a law in all sales – Leads Never Get Better! If you sent out the hottest lead ever, a “10″ on a scale of 1 – 10, then when you call them back, have you ever noticed that now they’re about a “7″?

And of course since most sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of sixes and sevens. And you can imagine how they are when reps reach them. So expect that your leads are going to drop in interest and receptiveness when you call them back, and then be prepared with a best practice approach to handling them. Here’s what to do:

Whenever a prospect responds to your call to do a presentation with one of the responses above – the “How long will this take?” – kind of response, don’t offer to call them back later, rather, get them to reveal their true level of interest to you and get them to tell you exactly how to pitch them to get the deal. Here are a number of statements you can use to do just that:


“Sure, I can take as long or little as you need. Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you. What’s number one for you?”


“Absolutely, we can do this pretty quickly. Tell me, what would you like to know most about how this might work in your environment?”


“I understand, sounds like I caught you at a bad time. Let’s do this: If you needed to see or learn just one thing about this to determine if it might actually work for you, what would that be?”


“No problem. Our presentation is pretty in depth, but I can do this. Go ahead and tell me two things that are absolute deal breakers for you, and I’ll see if we pass the test. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”


“In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later. In the meantime, let me ask you – what would you need to see the most to say yes to this?”


“I understand, we’re all busy. Let me just ask you: has anything changed from when we last spoke?” (Now REALLY listen… )


“Tell you what: let’s reschedule something for later when you have more time, but in the ten minutes we do have, let me ask you some questions to determine whether this would still be a good fit for you… ” (Now thoroughly re-qualify your prospect)

As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you. Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with. Find your favorites and then, as always, practice, drill and rehearse until they become your automatic response when your prospect tells you they don’t have time for your presentation.

Copyright (c) 2015 Mr. Inside Sales

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