Hi,
I'd like to discuss the most qualified words you can use during the selling process.
Quote: Words are the most qualified drug used by mankind.
Rudyard Kipling.
Door Bottom
Plainly, The Most qualified Word is You. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I've mentioned before the idea is to be focused on your client's needs but I'm sure this is restating what you already know.
I want to discuss words that you can use in your speech that will make your language more productive at controlling the thoughts of your prospect.
Ok, let's assume you have established Rapport with your buyer or anticipation and you have identified a problem they have where a stock you offer could be useful to them.
The idea then, at this point in the sale, is to control the internal representations that your buyer is making in their head. What I'm about to offer is a linguistic pattern that focuses your client's mind where you want it to focus and just about forces them to accept your concepts and ideas as true. Now, Stop ... And just image how useful it would be if you could easily do that.
The Power Words are:
Naturally
Easily
Unlimited
Aware
Realise
Experience
Before
During
After
Among
Expand
Beyond
And
As
Causes
Because
Now
Stop
Now you may be reasoning what's so extra about these words?
Well, they come to be much more qualified if you follow the rule below.
Rule: always put adverbs before the verb and adjectives before the noun!
(Truthfully, the words above are only examples of the types of words you can use and I have produced this abridged list merely to help you focus on the learning task at hand, i.e. How to join these words into your sales language. Once you have done that you'll find that you just naturally start to use other similar words in your speech.)
So let me go right into some examples of how to use these words to good effect.
Have you ever found yourself saying?
"Could you make the change from your current supplier to us?"
Well, that is just a examine and your anticipation could just as easily say "No! I can't"
What about,
"How could you make the change from your current supplier to us?"
Now, that is focusing your client on what you want them to be reasoning about (i.e. How they could change to using your stock or service) but you're leaving a door open for them to say that they don't know how.
What about the sentence below?
"How easily could you make the change from your current supplier to us?"
Now where is your customer's mind focused?
Not on either they could make the change, nor on how they could do it, but on how easy it could be. They could still say "it would not be very easy" but observation that they are still likely to use the word "easy"
Also, observation that I did not say,
"How could you make the change from your current supplier to us easily?"
Because, the first thing that would enter your client's mind is how they could make the change and they would already be inspecting the answer to this examine before they ever heard the word easily (if they heard it at all).
It's subtle and it has a profound effect.
Let me give you some more examples of sentences using these words.
"Have you discovered how easily you could make a consistent stock if you used our improved raw material?"
"Naturally, you'll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our stock provides."
These "power words" come to be even more qualified when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect's aware mind to filter out the inferences these words are forcing them to make.
"Once you begin to easily discharge this information, you'll naturally explore the unlimited potential it has for easily making your transportation infinitely more effective." (Perhaps this sentences is a bit over-the-top?)
"Have you come to be aware yet of the many ways that our stock could help in your production?" (The inference being there are many benefits and you will come to be aware of them at some point in time.)
"After you contact our stock , by using it in your plant, you will realize the many ways in which it will easily enhance your end product" ( infers you'll try the stock and there are many ways this stock can benefit your output )
Here are some more examples for you.
"Naturally, as you start to realize the unlimited ways you can easily come to be aware of how using our stock will help you to rapidly and effectively achieve your goals, you'll start imagining the success you can easily achieve with our help" ( Phew ! )
"After you use our stock you'll understand it's many benefits" (the inferences being that they will use the stock and it has more than one benefit)
"Before you rule which of the many benefits that our stock offers is the most important in relation to your purchasing decision let me tell you a few things that might help." (The inferences are that they will rule on a benefit that is important to them and that our stock offers many benefits.)
"During the first few months of experiencing our service you'll likely come to be more aware of the many ways in which we offer substantially more than our competitors." ( The inference being that they will use the service and it is more than a dinky good than the competitors in a estimate of ways.)
Before I go any added how much of this have you grasped, so far? Can you see how this will naturally make your transportation more vital and alive and can you guess how much more productive your transportation will come to be once you have mastered the use of these words. Does this sound like something you need to practice?
"From among the many confident benefits that you are beginning to realize our service offers, which ones are likely to give you the most benefit? "
"As you enlarge the range of products you buy from us and our business collaboration moves beyond it's current boundaries what do you see as the best way we can easily move send to the next level?"
I already discussed the power of the word "because" in YourSalesSuccess edition #2.
The word "cause" can function much like "because" in many situations. Along with "As" and "And " they are example of "cause and follow statements". Here are some examples.
"Simply making that statement causes you to understand why you already don't believe it." (Every time they make that statement they'll doubt it.)
"As you start to assimilate the data we have in case,granted you will begin to recognize the many ways that our stock can help in your process."
The last two words on our list "Now " and "Stop" are easily commands that can be used to great effect. These words work good if you speak them louder and in a deeper voice tone. It also helps to easily stop speaking when you utter the word "Stop". Like below. (Emphasise the words in bold.)
"You may be inspecting the endeavor you need to switch to our product. May I recommend that you just Stop... Now reconsider the many advantages our stock will easily bring to your output process and all the confident effects that will have on your lowest line."
"We've been back and forth a lot with this deal and perhaps it's time-- Now - to reconsider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasonable, doesn't it ?"
How do you go about talking like this and utilizing these qualified words?
You custom by writing out sentences employing these words.
Here's how to practice.
First, think about a exact sales call you have coming up.
Then think about some of the comments you are likely to make during that meeting.
(Use your imagination and run straight through the meeting in your mind.)
Write down the things you would say.
Now, rewrite the sentences inserting the qualified words.
You'll observation the power words are grouped in the list above. Take one group at a time and try to join the power words into the sentences you would have spoken.
(This may seem clumsy at first like the process you went straight through acquiring many new skills in the past and wasn't that momentary discomfort back then well worth the eventual enlarge you made?)
Don't add the words in, easily rewrite the sentence.
Write up to a page on each group.
Then rewrite the sentences again allowing you the free time to use any of the power words in any of the sentences. easily pack them in!
Repeat this process for one sales call a day or just do the rehearsal once a day for a month and you'll likely observation how naturally and easily you can speak using the power words.
You may have been wondering where this issue was heading. How useful these words would be. And, as you reconsider just that, you may find yourself just naturally beginning to contact excitement about what the time to come holds for you as you begin to understand how easily you can join these words into your sales language, allowing you to enhance your sales results and move beyond the past sales limitations you had before you mastered the skill of using language to direct the reasoning of your customer. Now, as the realization begins to sink in of how easily and rapidly your sales results will improve, that will cause you get excited about practicing the use of the power words. Now...
Happy practicing.
Here's to YourSalesSuccess.
If you are concerned in learning more about selling, please feel free to contact me via the coaching page on my website.
distinguished Words
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