SubjectYourSalesSuccess, Issue #023 – Powerful Words=======================================
Quote
Words are
most powerful drug used by mankind.
Rudyard Kipling
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I’d like to discuss most powerful words you can use during selling process.
Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use word You in your sales meetings a lot more than you use word I. As I’ve mentioned before 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 effective at controlling thoughts of your prospect.
OK, let’s assume you have established Rapport with your customer or prospect and you have identified a problem they have where a product you offer could be useful to them.
The idea then, at this point in sale, is to control internal representations that your customer 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 thinking what’s so special about these words ?
Well, they become much more powerful if you follow rule below.
Rule: Always put adverbs before verb and adjectives before noun !
( Truthfully, words above are only examples of types of words you can use and I have produced this abridged list merely to help you focus on learning task at hand, i.e. how to incorporate 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 straight into some examples of how to use these words to good effect.
Have you ever found yourself saying ? “Could you make change from your current supplier to us ?” Well, that is just a question and your prospect could just as easily say “No ! I can’t”
What about, “How could you make change from your current supplier to us ?” Now, that is focusing your client on what you want them to be thinking about ( i.e. how they could change to using your product or service ) but you’re leaving a door open for them to say that they don’t know how.
What about sentence below ? “How easily could you make change from your current supplier to us ?” Now where is your customer’s mind focused ? Not on whether they could make 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 notice that they are still likely to use word “easy”
Also, notice that I did not say, “How could you make change from your current supplier to us easily?” Because, first thing that would enter your client’s mind is how they could make change and they would already be considering answer to this question before they ever heard 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 product 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 unlimited benefits that our product provides.”
These “power words” become even more powerful when you stack them into a sentence. The more of these words you use in a sentence harder it is for your prospect’s conscious mind to filter out inferences these words are forcing them to make.
“Once you begin to easily absorb this information, you’ll naturally discover unlimited potential it has for readily making your communication infinitely more effective.” ( Perhaps this sentences is a bit over-the-top ? )
“Have you become aware yet of many ways that our product could help in your production ?” ( inference being there are many benefits and you will become aware of them at some point in time )
“After you experience our product , by trailing it in your plant, you will realize many ways in which it will easily improve your end product” ( infers you’ll try product and there are many ways this product can benefit your production )
Here’s some more examples for you.
”Naturally, as you start to realize unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you’ll start imagining success you can really achieve with our help” ( Phew ! )
