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Top 7 Words to Increase Sales and Beat a Down Economy for Salespeople
Written by: Leanne Hoagland-SmithArticle Overview: The words that you think and speak have a direct connection to your sales skills and subsequent sales results. This revelation has been revealed through many sources including emotional intelligence to the book buy*ology by Lindstrom. Consider using these words as a sales professional in your ongoing efforts to expand your business network and increase sales.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Top 7 Words to Increase Sales and Beat a Down Economy for Salespeople
The words that you think and speak have a direct connection to your sales skills and subsequent sales results. This revelation has been revealed through many sources including emotional intelligence to the book buy*ology by Lindstrom. Consider using these words as a sales professional in your ongoing efforts to expand your business network and increase sales.
#1: Potential Qualified Customers – Replace the word prospects with this phrase. When you use the word prospects, you have turn those individuals into objects instead of realizing their worth as individuals. Read the book Leadership and Self Deception to learn more.
#2: Qualifying – Is not the desired result of marketing is to qualify your potential buyers? So, exchange the word prospecting for qualifying. Again, this helps you as the sales professional to see the person across the table or the room as an individual as not as a hunk of rock with some veins of gold.
#3: Agree – This word has 100 times more emotional marketing value than the word Yes. The only person who wants to truly hear the word Yes, is you as the sales professional. Agree implies a contract has been established between you and your potential qualified customers.
#4: Earn – Take the word close out of your vocabulary. To close means to shut off. Way in heaven’s sake would do salespeople would in any way shape or form to shut off their potential qualified customers. (See Word #1)
#5: Statement of Work – Unless you are involved in an open bid process such as one issued by governmental, educational or not for profits, consider using this phrase instead of proposal. The word proposal is what all those other salespeople use and places you in the Sea of Sameness. However, Statement of Work implies that you will be doing business with this qualified potential customer. Also, this sets a psychological tone in your mind and possibly one in the mind of your potential buyer.
#6: Educating – The traditional sales based approach simply is not as effective in the 21st information heavy society where benefits can be easily found with the click of the mouse. By employing education based marketing (EBA), your actions demonstrate the value that your solutions bring to the table.
#7: Ask – Even though this word is a verb, to be able to ask is a powerful word that does increase sales. Ask for referrals from existing loyal customers to centers of influence. Ask to speak at local civic to not for profit organizations. Ask how you can help a new contact even if the person is not a qualified potential customer.
Sales Coaching Tip: The sales skills necessary to increase sales in a down economy have far more to do with your people skills than your technical sales skills. Remember, people buy first from people they know and trust. Your goal through the words that you use is to allow people to know you and then trust you. By taking this action, you will increase sales and beat the down economy.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Leadership Audit For Business Business Building Check List |
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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- My yearly goals for December 2007:
1. Add 10-15 new "ideal" clients to our client roster
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