Effective for Sales

Effective  for Sales

I want to talk about the most effective language you can employ while trying to sell anything.

Ultimately, Rudyard Kipling once stated, "The most potent drug used by mankind is words."

You are, quite simply, THE MOST POWERFUL WORD. In your sales meetings, you ought to strive to utilize the word You far more frequently than the word I. The goal, as I've stated previously, is to concentrate on your client's needs, but I'm sure you already know this.

I want to talk about some words you may use in your speech to help your language influence your prospect's ideas more effectively.

Alright, so let's say you have built rapport with your client or potential client and you have determined an issue they are facing that your product could help them with.

At this stage of the sale, the goal is to manage the mental images that your client is creating for themselves. I'm going to present a linguistic pattern that helps you direct your client's attention where you want it to go and practically coerces them into believing what you've said. Stop right now and consider how helpful it would be if you could accomplish that with ease.

The following are the Power Words:



Of course

Without difficulty

Infinite



Conscious

Acknowledge

Experience



Prior to

While

Following



Among

Extend

Above



Additionally

As

Reasons

Due to



Right now

Give up



What makes these words so special, you might be asking yourself now?

Well, if you adhere to the following guideline, they become far more potent.

Adverbs should always come before verbs and adjectives before nouns.

The terms listed above are, in all honesty, just a sample of the kinds of words you can use; the purpose of this condensed list is to help you concentrate on the learning objective, which is to figure out how to apply these words in your sales language. After you've done that, you'll discover that using more comparable terms in your speech comes effortlessly to you.)

Let me now give you some concrete examples of effective ways to employ these terms.

Ever heard yourself say something like this?

"Is it possible for you to switch from your existing supplier to us?"

However, that is only a question, and your potential customer may as easily respond, "No! I am unable to.



How about this?

"How might you switch from your existing supplier to us?"

That is concentrating your client's attention on what you would like them to consider (that is, how they could start utilizing your product or service), but it leaves room for them to claim that they are unsure of how.



How about the following sentence?

"How simple would it be for you to switch from your present supplier to us?"

Where is your customer's attention right now?

Not about how or if they could make the adjustment, but about how simple it would be. Even if they say something like "it would not be very easy," you'll still probably hear them say something like "easy."



Observe that I omitted to state,

"What easy way could you switch from your current supplier to us?"

Because, before they ever heard the word "easy," (if they heard it at all), your client's initial thought would be about how they could make the adjustment, and they would already be thinking about the answer to this question.



It's understated yet makes a significant impact.

Allow me to illustrate these words in a few more sentences.

"Have you found out how simple it would be to produce a consistent product using our enhanced raw material?"

Naturally, even if you can only perceive a small portion of the endless advantages that our solution offers, you'll find more than enough justifications to move forward right now.

When you use these "power words" in a sentence, their impact multiplies. It becomes more difficult for your prospect's conscious mind to ignore the conclusions these words are putting them under pressure to draw the more of these terms you utilize in a statement.

"Once you start taking in this information with ease, you'll quickly realize how much more easily and quickly it can improve the effectiveness of your communication." (Maybe this statement is a little excessive?)

"Are you aware of all the ways our product can support your production yet?" (The implication being that there are numerous advantages and that you will eventually become aware of them.)

"You will see the numerous ways in which our product can readily enhance your final product after using it in your plant." (suggests you'll test the product and that it can help your production in a variety of ways.)

Here are a few more illustrations for you.

"You'll naturally begin envisioning the success you can actually achieve with our help as you start to realize the endless ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals" (Phew! )

"You'll realize our product's numerous advantages after using it." (The implication is that they will utilize the product, which offers multiple advantages.)

"Let me tell you a few things that might help before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision." (The implication is that our product has numerous benefits and they will select one that is significant to them.)

"Throughout the initial months of using our service, you'll probably become more conscious of the numerous ways in which we provide far more than our rivals." (The implication being that they will make use of the service, which is superior to the competitors in a number of respects.)

How much of this have you understood up to this point, before I continue? As you practice using these terms, you can see how it will inevitably make your conversation seem more alive and vital. You can also imagine how much more effective your communication will become. Does it seem like you need to practice doing this?

"Which of the numerous advantages our service provides—that you are beginning to recognize—are most likely to benefit you the most?"

"What do you think is the greatest method we can easily move forward to the next level as you extend the range of items you buy from us and our business relationship grows beyond its existing boundaries?”

I won't repeat what I have covered in YourSalesSuccess edition #2 regarding the potency of the word "because."

In many circumstances, the words "cause" and "because" can be used interchangeably. They are examples of "cause and effect statements," together with "As" and "And." Here are a few illustrations.

It takes only saying that to make you realize why you don't believe it already. (They will doubt it every time they make that claim.)

"You will start to recognize the many ways that our product can help in your process as you begin to assimilate the information we have provided."

The final two terms on our list, "Now" and "Stop," are actually directives that have a lot of application. Speaking these words out loud and with a deeper tone of voice will make them sound better. Saying "Stop" aloud and pausing for a moment also works well. as in the example below. (Put emphasis on the bolded words.)

"You might be thinking about how much work it will take to switch to our product. Could I please ask that you just STOP right now and think about all the benefits our product will have for your production process and your bottom line?

We've discussed this agreement back and forth a lot, so maybe it's time to think about how we can easily close this contract to our mutual advantage right now. That makes sense now, doesn't it?

How would you go about using these potent words and speaking in this way?

Write out phrases using these terms to get practice.



Here is a practice guide.

First, consider a particular sales call that you have scheduled.

Next, consider some of the remarks you'll probably make at that meeting.

(Imagine the meeting and run through it in your head.)

Put your thoughts down on paper.

Put the strong words back into the phrases now.

The power words in the list above are grouped together, as you can see. Try incorporating the power words into the phrases you would have spoken, one group at a time.

(This may sound awkward at first, but consider the procedure you went through to learn a lot of new abilities in the past. Wasn't the brief discomfort you had then well worth the advancement you eventually made?)

Instead of adding words, reword the statement.

Write a page or more about each group.

Next, rework each statement with the ability to incorporate any power word into any sentence. Put a lot of them in!



You'll probably notice how readily and effortlessly you can speak utilizing the power phrases if you repeat this technique for one sales call every day or simply practice the exercise once a day for a month.

Perhaps you were wondering where this problem was going. How helpful would these remarks be. And when you think about that, you might find that you're naturally getting excited about what's ahead for you as you start to realize how simple it is to incorporate these words into your sales language. This will enable you to improve your sales performance and get past the sales limitations you had before you learned how to use language to influence your customers' thoughts. As you start to see how quickly and effortlessly your sales results can increase, you'll become enthusiastic about honing your usage of the power phrases. Right now...

Have fun while you practice.

Cheers to your success in sales.

Please use the coaching page on my website to get in touch with me if you'd want to learn more about selling.

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