| |
| |
|
Sales Information |
|
|
|
Do Your Words Betray You?
What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable. Sometimes, the words we use or the way we use them get in the way. Have you ever started a conversation with a prospect or customer with the phrase "I'm just calling?"? That little word "just" is an apology. It says that your call is not important and that what you have to say is not important. Delete it from your vocabulary immediately! Simply tell your prospects and customers why you are calling. That is enough. "I believe that?." "I think that?." "I know?." Who would you rather listen to? Someone who believes or thinks she knows something-or someone who just knows it? The phrases "I believe" and "I think" detract from your message. They detract from your power. "Once we have completed? we will hopefully achieve?" Hopefully? No one pays you to "hopefully" do something. They pay you to do actually do it! Tell your prospects or customers what they will achieve or should expect to achieve. To make your words sound powerful, pitch your voice to a lower level than your usual speaking voice. In our society, a lower-pitched voice is perceived as more authoritative. Also, make sure that the inflection goes down at the end of every sentence. When nervous, everyone tends to make even statements into questions with an upward inflection. This will make you sound nervous and unsure. Be careful also, as you are doing this, not to drop off or throw the last words of your sentence away. That would sound like you are giving up. It may take some time and practice before you are fully comfortable eliminating the words "just," "I believe," "I think" and "hopefully" from your vocabulary. It will also take some time and practice to get the lowered vocal pitch and downward inflections at the end of sentences. But it will be time well spent when you see the difference in the way your customers and prospects respond. Even if you do feel nervous, using these particular word and vocal tips will make you sound confident and self-assured. Eventually, you will even begin to feel that way! © 2004 Wendy Weiss Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
Future Business Key Element In Sales A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic past the door, creating a constant awareness of the business. How to Lose the Sale Quickly & Easily Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors regarding an initiative I was working on for a client. Sell With KISS, As In Keep It Simple, Stupid One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula.In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my three-month sales-training orientation at New York Telephone way back in 1968, it was a more refined "Keep It Short and Simple. Sorry, But Im Not Buying From You! Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says Welch. Refining Your Telephone Prospecting Techniques To Be A Master Closer! Let me create a picture for you. This is the best way to illustrate my point. Planning to Realize Your Goals Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal. It Isnt A Sale Until Youre Paid Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!Hey - we have all been there. Warming Up To Cold Calls Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety. The Power of Thank-You When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Sell YOU With Your Small Talk (Yes You Can) Want to build a relationship -- sell yourself for a job -- get ahead -- make a sale?Your 'small talk' is crucial.Everyday conversation can make or break you in personal relationships and in the business world. Stop Talking - Start Selling Selling is not talking. It's listening. Business is Great; I'm Just Not Selling Anything! Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. How to Create Material That Will Get You Sales Now! WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words. Complacency and Fear are Sales Busters Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Tapping The Potential Of Your Customers Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer. Voice Mail That Sells As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. An Introduction to Mannequins Just about every clothing store uses mannequins. There are many types of mannequins made of different materials including wood, wax, fiberglass, and plastic. Overcoming the Fear of Selling For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Selling the Difficult: How to Sell What People Dont Understand How to Buy I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. How To Make The Most Out of a Business Networking Event You're not alone. Most people are uncomfortable walking into a roomful of strangers.
|
| home | site map |
| © 2006 |
