What you say matters - as much as how you say it! Just take the advice of sales trainer Cheryl Clausen, and change your words - to change your sales!
The words you use and the way you use those words has a big impact on your ability to get clients. The words you use may leave a potential client flat, turn a potential client off and end the conversation, or...
When you use the right words in the right way those words can:
--Evoke curiosity
--Open a conversation
--Generate interest
--Spark questions
--Make a positive impression
When the U.S. Hockey team, a rag tag group of amateurs and collegiate players; took the gold from the Soviet team, considered the best hockey team in the world, in the 1980 Lake Placid, NY Winter Olympics Sports Caster Al Michaels could have simply said, "and the U.S. wins gold."
Those words would have conveyed the end result in an accurate and truthful manner. There would have been no flaws in his phrasing their win in that manner. Yet Al Michaels said...
"Do you believe in miracles? YES!"
What a tremendous difference in the impact those words had on the audience. Those simple words said it all in such an inspirational and quotable manner that even 30 years later this quote is one of the most often repeated quotes in the history of Sports Casting.
Al Michaels might have been lucky when he blurted out those words. Yet, with his countless hours experience as a Sports Caster he has had a lot of practice at using words and phrasing things for a powerful impact.
What might happen in your business if you chose your words carefully and paid close attention to phrasing?
Might you start to gain appointments easily? Would it be easier to help potential clients understand why they want to become clients now?
You have experience and knowledge in the service you provide. Perhaps you could benefit from a little help with the words that convey your message.
Cheryl Clausen, the Increase Sales Coach, works with clients in all areas of sales and marketing - to increase your sales. Learn more and discover the "7 Secrets Top Producers Know That You Can Put to Use in the Next 9 Days" at www.increasesalescoach.com
Showing posts with label making your words count. Show all posts
Showing posts with label making your words count. Show all posts
Wednesday, March 3, 2010
Friday, June 5, 2009
Quick Fixes That Can Improve Your Sales
Yesterday sales trainer Wendy Weiss showed us how our words can create resistance with our prospects, and quick things we can do to change that. She's back today with two more problem questions and their quick fixes.
Has that worked well for you?
This question begs a 'yes' or 'no' answer. Remember that the status quo is very powerful. Few prospects, unless they are absolutely miserable, will answer 'yes' to that question because few people like to admit (especially to strangers) that they have made a mistake. Most therefore, will automatically answer, 'yes', and then they'll probably add, 'everything is fine'. A 'yes, everything is fine' answer leaves you with no place to go. You're facing a wall of your own making.
A slightly better version of this question would be, 'How is that working for you?' You might be able to gather some additional information. Even when phrased this way, however, the strength of the status quo makes this simply not a good question to ask.
A better question to ask would be, 'How do you handle it when (fill in the blank) happens?' You fill in the blank with an issue or challenge that, because you've done your homework, you know your prospect might face. This question will give you information and possibly uncover areas of weakness or need where you might be able to help.
Is your vendor/advisor/broker showing you/telling you about (fill in the blank)?
This problem question will yield a 'yes' or 'no' answer and is also potentially confrontational. In addition, this question can have the very subtle subtext that the prospect has made a mistake in their choice of vendor/advisor/broker. As with the first question, this question puts the prospect in the wrong, which will automatically create resistance. A better question again is the one mentioned above, 'How do you handle it when (fill in the blank) happens?'
These very subtle changes in verbiage can totally change how your prospect views you and your call. The language you use can make a prospect open and willing to have a conversation with you or it can make a prospect totally shut down. The good news is that what you say is under your control. It is very possible and not particularly difficult to make these subtle tweaks that can have a huge impact.
Wendy Weiss, The Queen of Cold Calling, can be reached at www.wendyweiss.com or wendy@wendyweiss.com
Has that worked well for you?
This question begs a 'yes' or 'no' answer. Remember that the status quo is very powerful. Few prospects, unless they are absolutely miserable, will answer 'yes' to that question because few people like to admit (especially to strangers) that they have made a mistake. Most therefore, will automatically answer, 'yes', and then they'll probably add, 'everything is fine'. A 'yes, everything is fine' answer leaves you with no place to go. You're facing a wall of your own making.
A slightly better version of this question would be, 'How is that working for you?' You might be able to gather some additional information. Even when phrased this way, however, the strength of the status quo makes this simply not a good question to ask.
A better question to ask would be, 'How do you handle it when (fill in the blank) happens?' You fill in the blank with an issue or challenge that, because you've done your homework, you know your prospect might face. This question will give you information and possibly uncover areas of weakness or need where you might be able to help.
Is your vendor/advisor/broker showing you/telling you about (fill in the blank)?
This problem question will yield a 'yes' or 'no' answer and is also potentially confrontational. In addition, this question can have the very subtle subtext that the prospect has made a mistake in their choice of vendor/advisor/broker. As with the first question, this question puts the prospect in the wrong, which will automatically create resistance. A better question again is the one mentioned above, 'How do you handle it when (fill in the blank) happens?'
These very subtle changes in verbiage can totally change how your prospect views you and your call. The language you use can make a prospect open and willing to have a conversation with you or it can make a prospect totally shut down. The good news is that what you say is under your control. It is very possible and not particularly difficult to make these subtle tweaks that can have a huge impact.
Wendy Weiss, The Queen of Cold Calling, can be reached at www.wendyweiss.com or wendy@wendyweiss.com
Thursday, June 4, 2009
Are You Creating Prospect Resistance?
The syntax of a sentence is the way in which the words are arranged to convey meaning. Why am I giving you a quick lesson in linguistics? Because the way in which you phrase your thoughts with clients and prospects will influence their understanding. Cold calling expert Wendy Weiss has some tips to help you phrase your words in a way that will close the deal!
Here are some sample questions you might be using that need a quick fix:
--Don't you want another set of eyes to look at what you're doing?
--Has that worked well for you?
--Is your vendor/advisor/broker showing you/telling you about (fill in the blank)?
There are several problems with these types of questions. The first is that the answer will either be 'yes' or 'no'. A 'yes' or 'no' answer will give you no additional information. In addition, these types of questions set up resistance from the prospect. They essentially set up a wall where none existed before.
Let's look at the first question: "Don't you want another set of eyes to look at what you're doing?"
While the concept of having another set of eyes or another viewpoint can work very well, this verbiage is confrontational. Once you've asked the question you have nowhere to go except wait for the answer - which will most likely be 'no'. There's a very subtle bit of a subtext here: The prospect is making or might have made a mistake and thus needs another set of eyes. It puts the prospect in the wrong and will automatically create resistance.
Consider using, "It certainly never hurts to have another set of eyes looking at what you're doing..." followed up by, "Right now, I'd like to introduce myself..." This changes the focus from whether or not the prospect has made a mistake to the caller's actual goal for the conversation, which is an introduction. The concept of another set of eyes becomes the rationale for the prospect to schedule the appointment.
Check back in with us tomorrow for the fixes to the other two questions.
Wendy Weiss, The Queen of Cold Calling, can be reached at www.wendyweiss.com or wendy@wendyweiss.com
Here are some sample questions you might be using that need a quick fix:
--Don't you want another set of eyes to look at what you're doing?
--Has that worked well for you?
--Is your vendor/advisor/broker showing you/telling you about (fill in the blank)?
There are several problems with these types of questions. The first is that the answer will either be 'yes' or 'no'. A 'yes' or 'no' answer will give you no additional information. In addition, these types of questions set up resistance from the prospect. They essentially set up a wall where none existed before.
Let's look at the first question: "Don't you want another set of eyes to look at what you're doing?"
While the concept of having another set of eyes or another viewpoint can work very well, this verbiage is confrontational. Once you've asked the question you have nowhere to go except wait for the answer - which will most likely be 'no'. There's a very subtle bit of a subtext here: The prospect is making or might have made a mistake and thus needs another set of eyes. It puts the prospect in the wrong and will automatically create resistance.
Consider using, "It certainly never hurts to have another set of eyes looking at what you're doing..." followed up by, "Right now, I'd like to introduce myself..." This changes the focus from whether or not the prospect has made a mistake to the caller's actual goal for the conversation, which is an introduction. The concept of another set of eyes becomes the rationale for the prospect to schedule the appointment.
Check back in with us tomorrow for the fixes to the other two questions.
Wendy Weiss, The Queen of Cold Calling, can be reached at www.wendyweiss.com or wendy@wendyweiss.com
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