Internet Users Hbk - Appendix B Emotional Triggers or Power Selling Words
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I Read Your Ebook, and it Gave Me A Headache! - By Dr Don Yates Sr PhD
The words that are highlighted, or marked as such, are also found on the Scam/Spam List. Use of these words may get your add, email or other form of promotion blocked; keeping your promotion from getting through to the intended reader.
- Amazing – Spam List
- Bottom Line
- Compare– Spam List
- Compete– Spam List
- Direct– Spam List
- Discount– Spam List
- Free– Spam List
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- Hidden– Spam List
- High Tech
- How To
- Information City
- It's Here
- Just Arrived
- Last Chance– Spam List
- Last Minute
- Lifetime– Spam List
- Lowest– Spam List
- Luxury– Spam List
- Money– Spam List
- New– Spam List
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- Sure Fire
- Under Priced
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This is from YourSalesSuccess eZine #23
I've been resisting the temptation to get back to one of my favorite topics, sales language. I'll resist no longer.
After all, according to Rudyard Kipling,
"Words are the most powerful drug used by mankind."
I'd like to discuss some power words you can use during the selling process.
I want to discuss power words that you can use in your speech that will make your language more effective at controlling the thoughts of your prospect.
OK, let's assume you have established Rapport with your customer or prospect and you have identified a problem they have where a product you offer could be useful to them.
The idea then, at this point in the sale, is to control the internal representations that your customer is making in their head.
What I'm about to offer is a linguistic pattern that uses power words and focuses your client's mind where you want it to focus and just about forces them to accept your concepts and ideas as true. Now, STOP ….. and just image how useful it would be if you could easily do that.
Well, they become much more powerful if you follow the rule below.
Rule: Always put adverbs before the verb and adjectives before the noun!
(Truthfully, the power words above are only examples of the types of words you can use and I have produced this abridged list merely to help you focus on the learning task at hand,
i.e. how to incorporate these power words into your sales language.
Once you have done that you'll find that you just naturally start to use other similar words in your speech.)
Have you ever found yourself saying?
"Could you make the change from your current supplier to us?"
Well, that is just a question and your prospect could just as easily say
"No! I can't."
"How could you make the change from your current supplier to us?"
Now, that is focusing your client on what you want them to be thinking about
(i.e. how they could change to using your product or service)
but you're leaving a door open for them to say that they don't know how.
What about the sentence below ?
"How easily could you make the change from your current supplier to us?"
Now where is your customer's mind focused?
Not on whether they could make the change, nor on how they could do it, but on how easy it could be.
They could still say, "it would not be very easy", but notice that they are still likely to use the word "easy"
Also, notice that I did not say,
"How could you make the change from your current supplier to us easily?"
Because, the first thing that would enter your client's mind is how they could make the change and they would already be considering the answer to this question before they ever heard the word easily (if they heard it at all).
It's subtle and it has a profound effect.
Let me give you some more examples of sentences using these power words.
"Have you discovered how easily you could make a consistent product if you used our improved raw material?"
"Naturally, you'll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides."
These power words become even more powerful when you stack them into a sentence.
The more of these words you use in a sentence the harder it is for your prospect's conscious mind to filter out the inferences these words are forcing them to make.
"Once you begin to easily absorb this information, you'll naturally discover the unlimited potential it has for readily making your communication infinitely more effective."
(Perhaps this sentences is a bit over-the-top?)
"Have you become aware yet of the many ways that our product could help in your production?"
(the inference being there are many benefits and you will become aware of them at some point in time.)
"After you experience our product , by trailing it in your plant, you will realize the many ways in which it will easily improve your end product"
Here's some more examples using power words.
"Naturally, as you start to realize the unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you'll start imagining the success you can really achieve with our help" (Phew !)
"After you use our product you'll understand it's many benefits"
(the inferences being that they will use the product and it has more than one benefit.)
"Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help."
(The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)
"During the first few months of experiencing our service you'll likely become more aware of the many ways in which we offer substantially more than our competitors."
(The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)
Before I go any further how much of this have you grasped, so far ? Can you see how using power words will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words.
Does this sound like something you need to practice?
"From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit?”
"As you expand the range of products you buy from us and our business collaboration moves beyond it's current boundaries what do you see as the best way we can easily move forward to the next level ?"
I already discussed the power of the word "because" in YSS edition #2,
The word "cause" can function much like "because" in many situations.
Along with "As" and "And” they are example of "cause and effect statements".
Here are some examples.
"Simply making that statement causes you to understand why you already don't believe it." (every time they make that statement they'll doubt it.)
"As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process."
The last two power words on our list "Now” and "Stop" are really commands that can be used to great effect.
These words work better if you speak them louder and in a deeper voice tone.
It also helps to actually stop speaking when you utter the word "Stop".
Like below. (emphasise the words in bold)
"You may be considering the effort you need to switch to our product. May I suggest that you just STOP…………….. NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line."
"We've been back and forth a lot with this agreement and perhaps it's time-- NOW – to consider how we can most easily finalize this deal to our mutual benefit. Now, that seems reasonable, doesn't it?"
Once you incorporate these words into your sales language and use them for a month you'll be amazed at how much better your sales calls go.
You may have been wondering where this issue was heading.
How useful these words would be.
And, as you consider just that, you may find yourself just naturally beginning to experience excitement about what the future holds for you as you begin to understand how easily you can incorporate these words into your sales language, allowing you to enhance your sales results and move beyond the past sales limitations you had before you mastered the skill of using language to direct the thinking of your customer.
Now, as the realization begins to sink in of how easily and rapidly your sales results will improve, that will cause you get excited about practicing the use of the power words. Now…..Happy practicing.
Ahhh..... Sales Language
Here's to Your Sales Success. Selling and Persuasion Techniques
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Avoiding Scams Online
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I Read Your Ebook, and it Gave Me A Headache! - By Dr Don Yates Sr PhD
About the Author: Dr Don Yates Sr PhD
RSS for Dr Don's articles - Visit Dr Don's website
Author Internet Users Handbook, 2012, 2nd Edition (Full Version) - A Comprehensive Guide to Avoiding Scams Online While Doing Business.
The handbook is also available Internet Users Handbook, 2012, 2nd (Free Articles and Downloads)
Founder: The Internet Scams Anonymous (ISA) Groups
Forex, Investment Adviser, Business Entrepreneur, Mentor, Coach, Adviser
MBA, PhD Organizational Development and Human Behavior, Dissertation"Top Performers"
Former US Navy (enlisted and officer) 17 years, 2 sons in Desert Storm
Founding President/CEO/Broker La Jolla Newport Financial, Procomp Computer Services, Inc and Investment Quality Real Estate ((IQ), La Jolla California and Incline Village (Lake Tahoe), Nevada 1/1/1981. Bootstrapped $137 into $15 million plus. International Financial Adviser/Consultant for business, commercial and real estate development
Top Civilian for Aircraft Maintenance on the Staff of Commander US Pacific Fleet. Business Entrepreneur, Founder, Chairman, Director, CEO, President of a dozen successful ventures since age 8
Business Adviser, Mentor and Coach for start-up and existing growth companies.
Click here to visit Dr Don's website.
More from Dr Don Yates Sr PhD
Inet Users Hbk - Chapter 15
News and Updates April 2012
Internet Users Hbk - Testimoni
Inet Users Hbk - Appendix C
Inet Users Hbk - Chapter 12
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