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.
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.
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.