He needed to learn to build enough trust with prospects that they would feel comfortable telling him truth of their process and their decision making path.

"I totally accept principles behind what you're saying," Sean then told me, "but I need to know more specifics about what to say and do in a sales situation." Here are some suggestions I gave him:

* Integrate trust-building language into your conversations with prospects so they'll feel comfortable telling you where they are at in their process. For example, saying "Where do you think we should go from here?" invites them to tell you truth, while "Why don't we set up a next appointment to discuss our next steps" gives impression that you're trying to take control.

* Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective, for example, "What specific gates do you anticipate you'll need to go through as you consider proposition of purchasing software to solve business issues we discussed?"

* Don't probe or "fish" for prospects' "pain" as part of your sales process. Prospects have learned through long experience that appearance of caring is usually a verbal ploy designed to move sale forward according to salesperson's agenda. Instead, speak genuinely and with sincerity to what you know their core business issues are. You can find out what these are by getting in touch with customers who have already bought your product or service and asking, "What three or four business issues drove your decision to buy our product?" Chances are, your new prospect will be dealing with similar concerns.

Consider these ideas, and try these practical suggestions. They helped Sean feel better about letting go of old ideas he'd been taught.

Maybe they'll do same for you.

“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use product and it has more than one benefit)

“Before you decide which of many benefits that our product offers is most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)

“During first few months of experiencing our service you’ll likely become more aware of many ways in which we offer substantially more than our competitors.” ( The inference being that they will use service and it is more than a little better than competitors in a number of ways.)

Before I go any further how much of this have you grasped, so far ? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered use of these words. Does this sound like something you need to practice ?

“From among many positive benefits that you are starting to realize our service offers, which ones are likely to give you most benefit ? ”

“As you expand range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as best way we can easily move forward to next level ?”

I already discussed power of word “because” in YSS edition #2, so I wont go through it again. If you want to review that issue just click here.

The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect 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 information we have provided you will begin to recognize many ways that our product can help in your process.”

The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter word “Stop”. Like below. ( emphasise words in bold )

“You may be considering effort you need to switch to our product. May I suggest that you just STOP…………….. NOW consider many advantages our product will easily bring to your production process and all positive effects that will have on your bottom line.”

“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider 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 powerful words ?

You practice by writing out sentences employing these words.

Here’s how to practice. First, think about a specific sales call you have coming up. Then think about some of comments you are likely to make during that meeting. ( Use your imagination and run through meeting in your mind. ) Write down things you would say. Now, rewrite sentences inserting powerful words. You’ll notice power words are grouped in list above. Take one group at a time and try to incorporate power words into sentences you would have spoken. ( This may seem clumsy at first like process you went through acquiring many new skills in past and wasn’t that momentary discomfort back then well worth eventual progress you made ?) Don’t add words in, actually rewrite sentence. Write up to a page on each group. Then rewrite sentences again allowing yourself freedom to use any of power words in any of sentences. Really pack them in !

Repeat this process for one sales call a day or just do exercise once a day for a month and you’ll likely notice how naturally and easily you can speak using power words.

You may have been wondering where this issue was heading. How useful these words would be. And, as you consider just that, you may find yourself just naturally beginning to experience excitement about what future holds for you as you begin to understand how easily you can incorporate these words into your sales language, allowing you to enhance your sales results and move beyond past sales limitations you had before you mastered skill of using language to direct thinking of your customer. Now, as realization begins to sink in of how easily and rapidly your sales results will improve, that will cause you get excited about practicing use of power words. Now…..

Happy practicing.

Here's to YourSalesSuccess.

For more information go to www.sellingandpersuasiontechniques.com