We’ve been talking about the importance of communication in the field of sales and how vital it is in the ongoing success of salespeople. Today we start with the word intention.
- Intention: In order to communicate with customers effectively, salespeople must have the intent to drive their communication across to their clients. If you really need or want your customer’s attention, then you must get their attention. If you truly intend for someone to hear you or to respond to you, then only you can drive the message. The person that is delivering the message must have the attention of the person they are delivering the message to. If you have the intention to drive communication to your prospect, you will.
- Weasel words: Avoid using what I call weasel words. For example, “I think I might be able to get you what you may or may not need.” “I think this could be what you need.” Instead use powerful words or phrases such as, “I know for a fact that this is going to be perfect for you.” “I have the utmost confidence that this ring is going to be exactly what your future bride is looking for.” If you went to a steakhouse, would you want to waiter or waitress to say, “You wouldn’t want that steak, would you?” No, you want to hear, “The porterhouse is excellent tonight, I highly recommend it.” It’s the idea of making whatever product they are interested in more appealing.
- Every word is important: Every word or phrase you use sends a message about who you are. The quality and attractiveness of what you are selling can be enhanced by every word that you use. In many ways, you are an artist creating a masterpiece that your customer wants to buy, and you enhance that masterpiece with the words that you choose. You can choose to be special and professional, or you can choose to be average. Look at every single word you use and determine if it can be enhanced. You have the power to add value to the products you are selling by simply choosing the right words to convey your message.
To review the previous installments of this series, visit Part I, Part II and Part IV.