The words you choose as a seller have power - don't miss any apportunity gain a competitive edge.
Choosing what you say or write can help close a deal, or lose one. Two of my previous posts that deal with the great power of words:
Write a prospect an introductory email or have a conversation by phone - every word you choose is important. It is important because you can choose power words or weak words. You can add substance or fluff and filler. You can be unclear and vague or on target - the choice is yours.
When people don’t understand what you are saying, they may not want to talk further since they might feel that their time is being wasted.
Anne Miller is a virtual speaker and is author of “The Tall Lady with the Iceberg- the Power of Metaphors to Sell, Persuade, & Explain Anything to Anyone.” Anne says that millions of dollars are left on the table and hundreds of ideas fail to get off the ground every day because of the over-communicated society in which we live.
Don't Leave Money On The Table
Anne encourages us to “pierce through the information clutter to get others to see the unique value of our services, explanations, and propositions” and that by using metaphors we can do this.
Listen to my conversation with Anne here where she offered some fantastic tips when it comes to getting your buyers’ or customers’ attention and saying something that they will remember. Check out Anne’s “Five Star” presentation on metaphors in sales and business (everyone who listened and reviewed it gave her 5 stars). In this session she will teach you a four-step process to creating your own visuals to help your buyers “see” what it is you are saying.
Power Words = Sales Advantage
Think about those weak words that are scattered in your conversations. You can gain a competitive sales advantage if you upgrade your word choices and learn how to use metaphors.
I see so many newer reps watching sales opportunities as if they are water swirling around and down the drain – see what I did there? If you can SEE it, you can remember it. Don’t take my word for it, listen to Anne - she helps everyone from CEOs to senators. Let me know what you think.
Next I’ll be sharing more about fluff and filler words that you can remove right out of your writing and speaking.
Lori Richardson is CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. Lori is also President of Women's Sales Pros - a community created to help move the needle for more women in sales and sales leadership roles. She speaks at CEO groups on topics of sales growth and the importance and value of diversity. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. LinkedIn named Lori as one of the 15 Top Sales Influencers to Follow in 2020. Lori received the 2019 "Lifetime Achievement Award" from AA-ISP (American Association for Inside Sales Professionals - The Global Inside Sales Association)and was a 2018 LinkedIn Top Sales Voice Subscribe to the award-winning blog, follow her on Twitter , Instagram and connect on LinkedIn Increase Opportunities. Expand Your Pipeline. Close More Deals. Develop Sales Leaders
email lori@ScoreMoreSales.com | My LinkedIn Profile | @scoremoresales