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Sales Language: Whats Wrong with But?
Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling and persuading. BUTRead the following sentences: "I really like your company, but I am not going to buy from you." "You gave the best presentation, but we are going to buy from the Access Company."When prospects say things like these, what they are really telling you is that they did not like your company enough or you did not give a good enough presentation to get the business. The prospect's usage of the word 'but' acts to negate whatever came before it. And just as hearing 'but' from a prospect is often a negative message to you, using 'but' in your sales language can hurt your rapport with your prospects. What would happen if this were your response to a customer's stated project budget? "I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000."You have just given the message to the prospect that you don't care about their budget. You think they should find more money to spend with you (and maybe they should, but such an attitude will not help you get the sale). To stay in rapport with your prospect, replace the word 'but' with the word 'and'. See here how it works: "I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."You have now shown respect for your prospect and his budget. In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored. Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today. The next time you catch yourself using 'but' in a way that disrespects what someone just said, practice changing your sales language by saying the same thing again using 'and' instead of 'but'. Do this a few times and you'll find yourself using 'and' instead of 'but' and you'll have more rapport with more prospects. © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
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Coaching Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. Hello! I Cant Sell! What's that you say? You can't sell? The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on leadership. You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Achieving Sales Goals Requires Drive & Motivation How did you do this past year on your sales goals? Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. The Changing Role of the Sales Consultant "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and more important to have those people accept the direction." Vince Lombardi If You Respect Them, They Will Buy -- Closing the Sale We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. You either return it or you never patronize the store again. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. 3 Ways To Overcome Pricing Challenges How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. 7 Steps to Selling Artwork Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan! 3 Hot Ways To Crank Up Your Sales 1) QUICK FOLLOW-UPS The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain.
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