Choose Words Carefully

"A word fitly spoken is like apples of gold in pictures of silver." 

 Communication - everyone is discussing it, studying it, practicing it. In selling, good communication involves more than good speaking. It also requires choosing the right words, the fewest words and the motivational-strength words.  In selling, your principal tools are words:

 

• Keep them razor sharp. The right word, spoken with emphasis, enthusiasm, and expectancy, becomes your "laser beam" that can melt the granite-like objections of the toughest customer.

• Keep them short! Long, technical words often cause fences and walls to come between you and your prospects. Short, crisp words are far more likely to build bridges of understanding, goodwill and successful sales records.

• Use words that probe and motivate. Avoid the words that irritate. Study the following words and expressions:

WORDS THAT PROBE
Why?
How?
What is your opinion?
What do you think?
Can you illustrate?
What do you consider?
What were the circumstances?
How do you feel about . . .
Could you explain?
Which would be best for you?

 

WORDS THAT MOTIVATE
Thank you
Congratulations
Let's
I would appreciate your courtesy
I want to make certain I understand
Please
Profit
Guarantee

 

WORDS THAT IRRITATE
Understand?
Get the point?
Do you see what I mean?
To be honest with you
Bucks
Deal
I, me, my, mine
You know

 

• Be sure you gain understanding. In sales you must be understood. Keep it simple.

Words, carefully chosen, properly used, and effectively spoken, can turn a prospect into a client. Improve your communication skills! Communication makes a difference.