Watch Your Language

I really enjoy reading advice from sales trainer Kelley Robertson - he gets straight to the point, and discusses familiar situations - so you often feel like you can apply his advice right away. Today he's talking about the impact language can have on your day - I know I'll be watching my words more carefully! Read on for his advice.

Are you familiar with the expression, "Be careful what you wish for, you might just get it?" The language you use during the course of a day can have a tremendous impact on your results.

For example, in recent weeks, I have heard people use expressions such as:

"We're clawing our way through these times."
"It's really tough out there."
"People aren't as easy to sell to as they used to be."
"It's a war zone out there."

While these comments may be accurate, every time you state them - either aloud or to yourself - you reinforce the difficulties associated with selling.

I recall talking to a coach during my second year of business. My business had taken off quickly and I distinctly remember saying, "This should be more difficult." Needless to say, a short time later, it became more difficult. When I rephrased my sentiments, revenues began to climb more easily. I'm not suggesting that using positive language will magically make your problems go away. However, what you say will either move you closer or further away from your goals.

Here's a suggestion: For one day, carefully monitor what you say and count the number of times you use language that is self-defeating, negative, or that expresses difficulty. Then change that phrase to positive focused language.

Kelley Robertson is the President and founder of Robertson Training Group. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more by visiting www.RobertsonTrainingGroup.com.

Avoid Causing Turbulence with Your Customers

Here's a great quick tip from sales trainer Al Uszynski that will help you stay on cruise control while speaking with clients:

Pilots on commercial aircrafts are trained to avoid using the word turbulence when they make their announcements from the cockpit. Instead they say "bumps" because it sounds less threatening and intimidating to passengers.

Salespeople could learn to choose their language carefully in selling situations. Instead of telling the customer how much they'll pay, tell them the amount they'll invest. Don't refer to objections by calling them "objections." Instead, refer to them as ideas. Don't ask them to sign a contract. Instead, have them authorize an agreement.

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies - designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.