Today I’m going to cut and paste words from my awesome friend and sales trainer Jim Burlison (that is him in the picture) –
Close More Deals
The moment you start speaking, the customer begins deciding.
They are deciding if they like you and the more you speak, they begin to decide if they will trust you or not trust you.
Your words, and how you say them, will either build certainty or create doubt.
Words that can build clarity and transparency –
“Let me walk you through…”
“What this means for your home is…”
Words that can build calm authority –
“Based on what I’m seeing…”
“In situations like this…”
Words that can build confidence
“This system is designed to…”
“The reason this works long-term is…”
Words that can lower resistance –
Instead of “Contract”, say “Agreement.”
Instead of “Buy”, say “Move forward”
Wow! This is powerful! I’m building a proposal for a new process at work that brings along with it a reversal in philosophy of how this work is viewed and executed…
This post just gave me SIGNIFICANT insight on how to ‘sell’ that step-change in how this part of our business works going forward in this new environment!
Thanks, Larry – have a GREAT day 🙂
Good Morning Larry from a VERY cold Wisconsin! For a couple of years now, we have been retraining all of our brains here to treat the word “contract” like a profanity. We use proposal or proposed solution. Agreement sounds great! In all departments, we are trying to do this. It’s HARD to do! We rely on each other to call out the person using the taboo word. It’s been fun getting everyone on board. Practice Practice Practice!!! PS: Full disclosure, I am one of the worst offenders.
Back at you from Wisconsin! Also, known as the deep freeze right now, brrrr.
I had a sales manager that said years ago; “people buy from people they know, like and trust.” These words have served me well in my career.