Do the members of your sales team know the words and phrases that minimize their message? That is, words, tone of voice and facial expressions are our tools of communication. What we say is interpreted by buyers according to their respective understanding of what is said and done. For example, compare - "I just want to show you how we can probably help you with your application" with; "It's important that I go over the key areas where we can help you with solutions to your specific application." The words "just," and "probably" are" minimizers. It is generally interpreted that what follows is not very important. Other common minimizers are "by the way," "incidentally," "basically" and and the giant sales killer, "whatever." On the other hand the boldly typed words are maximizers, largely interpreted as meaningful and potent.
With training these minimizers and many others can be reduced dramatically from sales professinals' vocabulary. The results will be surprisingly positive. Call GRA today to learn more about common words and expressions that can make the difference between Sale or No Sale. 910.617.1817
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