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Added for You - Power Selling with Word Choice
There are a lot of things that make a business full of clients and running smoothly.We all know you need a constant stream of clients. It doesn’t matter if they are new or old returning clients, they must be constantly coming in for a purchase.Marketing is how you generate interest in what you are doing.Publicity also generates interest and can even spark desire for your product or service. When your sales and marketing teams are not producing, publicity always produces. Depending upon how much you invested, it can produce large or small for you.Sometimes all you need is a little publicity to get you through. You need for your big clients to say they heard about your before they met you. You need for your clients to have read about your somewhere or heard your radio
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can sen
Direct sales jobs often seen as the initial proving ground for young college graduates across industries and businesses. Whether it is a product, a service, financial, pharmaceutical, industrial, consumer or advertising, direct sales forces have traditionally been the revenue engines for business. But as technology, demographics and buying behavior have changed over the past decade, there are signs that the traditional direct sales force may be going the way of the typewriter and carbon paper.Cost. Direct sales forces are costly. They require extensive management, systems and tools, training and often office infrastructure. Additionally, they are generally paid an amount of base pay plus benefits before they get a penny of sales commission. In effect, they are usually on salary wit
Over 60 percent of your day is spent in oral communication, in which you could be persuading, explaining, influencing, motivating, counseling, or instructing. You can create movement, excitement, and vision with the words you use. The right words are captivating; the wrong words are devastating. The right words make things come to life, create energy, and are more persuasive than the wrong words. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The bottom line is that the words you use attract or repel your prospects.
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send
There are three things critical to sales success:Knowing what the prospect wants, and needsKnowing clearly what benefit, what RESULTS your prospect will get if he does buy, and make it measurable. Help him find the VALUE you bring to the him.Knowing what the consequence is if your prospect doesn’t act right now, and making that measurable. Help him discover the COST of not acting.To buy from you your prospect has to act. He has to stop standing still, stop the procrastination, and move forward. To get your prospect to move forward, help him find the value of moving forward, help your prospect find the value of buying from you. There is also a consequence, and a cost of not acting. You just have to help your prospect find both of those, why he sho
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can sen
Most job search approaches are Ready! Fire! Aim!Don't do it. Do your company research FIRST.What happens in the real world is that most job searchers will throw a lot of resumes against the wall and see what sticks. We all know that job search is a numbers game. Since a certain percentage will fall our way, why not stack the deck up front and follow up with those that "stick"?Here are two big problems with that thinking:1. Having not done the basic research beforehand, should a call come through for an initial phone screen, you are caught dead in the water. You don't even have any basic knowledge about either the company or the job opportunity. Not only do you look foolish, you're now toast. You've just been ruled out of contention after a 5-minute phone call. Your r
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can sen
I often am asked this question by bookkeepers and business owners alike. The Internal Revenue Service defines a fixed asset as property used in a trade or business or in an income producing activity that wears out or becomes obsolete and it must have a determinable useful life substantially beyond the tax year. This might include tangible real estate property and personal property and what is referred to as intangible property.Examples of tangible real estate property would be of course buildings and the land they sit on as well as any improvements made to the property. And while land is considered a fixed asset, the IRS rules do not allow the value of the land to be depreciated. Therefore, with real estate property the value of the land is kept in a separate balance sheet account fro
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can sen
By nature loyalty is fleeting. It is built on the strength of the relationship between a customer and a business. Fill in the following blanks. My favourite drink is ……………… My favourite shirt colour is …………….. I would buy ………………… for a gift for my mother. I doubt if many of us would have the same three choices written down. We are spoiled for choice.Some ways in which loyalty is derivedWe, as customers, can make satisfactory purchases at a range of outlets. Sometimes we may gradually become fond of a particular brand. Maybe it is a clothing brand with styles that look good, feel comfortable and always seems to fit well. Brand loyalty is common for a variety of reasons that go beyond that just mentioned. It may be the prestige of wearing the label, driving the
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost -- Investment
Credit card -- Form of payment
Problem -- Challenge
Objections -- Areas of concern
Expensive -- Top of the line
Cheaper -- More economical
Service charge -- Processing fee
The airline industry has mastered the power of words. They know word choice is critical to getting their point across and to reducing panic. When you listen to the flight attendants’ instructions before take off, you also hear careful word choice. They tell you that in the event of a water landing, your seat cushion can be used as a "flotation device." Hello! What they’re really saying is, "If we crash into water, grab your seat cushion so you don’t drown." Notice they don’t say "life preserver," but rather they call it a "flotation device." Also note that there is no "barf bag" on board--it’s a motion discomfort bag. Or "we are experiencing a mechanical difficulty" instead of "the plane is broken." They don’t clean the plane; they refresh it. Planes aren’t late; they’re merely delayed. And, my personal favorite, they never lose my luggage; they misplace it. Yes, airlines know the power of word choice in affecting their customers’ point of view.
Application Questions:
Verbally package your product/service – Put it in the best light.
How can you put your products/service greatest weakness and verbally package it into a strength?
Give me a 2 minute portion of your presentation. Verbally package it for me.
Conclusion
Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before
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