This is a continuation of Three Keys To Emotional & Sales Mastery – Part 3
Where we discussed the 3 keys to managing your emotional state and turning yourself on, as a quick reminder they are:
Physiology – Your physical body, and how it feels at this moment.
Mental Focus – What you are paying attention at any time effects how you feel.
The Language You Use With Yourself And Your Clients – How do you frame things with your language?
Words have the power to influence and motivate. They also have the power to break rapport with someone and to offend them.
It’s not what you say, it’s how you say it. And it’s what words you choose to use is a major key to success in sales and a major key to mastering your emotions.
Here is how you can shift your sales vocabulary right now and enjoy a higher level of success with your clients:
|Rejection Words (Any Term That Trigger Fear.)||Go Ahead Terms(Terms that make buying EASY)|
|Cost or Price||Total investment, Total Amount|
|Cost or Price||Value, valued at, Available for, available at, Offered for, offered at, Worth|
|Down Payment||Initial Investment, or Initial Amount|
|Monthly Payment||Monthly Investment, Monthly Amount|
|Contract||The agreement, The paperwork, the form|
|Sign||Fill Out the paperwork. Okay the paperwork, approve the form, authorize the agreement, endorse the file copies. Give the go ahead.|
|Sell, Sold||Happily Involve, Acquired, Help Obtain, Counsel, or consult, Worked with me on the arrangements, Aide or assist the buyer by eliminating difficulties|
|Sell, Sold||Providing expertise, or supplying vital information, Had the honor(privilege, pleasure, challenge) of acting as agent, representative, or intermediary. Developed the opportunity, Worked out the details.|
|Customer||Clients, People we serve, families we serve|
|Prospect||Potential clients, future clients|
|Commission||Fee for Service|
|Objections||Concerns, Areas of Concern, Questions|
|Pitches and Deals||Hear the presentations I’ve developed for your company. Participate in the demonstration. Get involved in the wonderful opportunity we have for you. Consider this interesting transaction.|
A big thanks to Tom Hopkins for pointing out many of these go ahead terms in his book How To Master The Art of Selling.
Now first person to do this in recorded history was the Solon a leader of Athens in ancient Greece. He found that it was difficult to get the citizens to pay their “taxes” so instead started calling them “contributions”. You can find this in Parallel Lives by Plutarch.
It’s funny that our political consultants in modern times are relearning the old rule of it’s not what you say it’s how you say it. During the George W. Bush administration the Bush Administration wanted to push forward more”Tax Cuts” but found through the work of political consultant Frank Luntz if they called “Tax Cuts” “Tax Relief” it was more persuasive in focus groups.
Regardless of your political beliefs, words matter a great deal when it comes to influence.
Most Persuasive Words:
- Easily & Easy
- Naturally & Natural
2. “I’m the best!”
3. “I love my work!”
4. “I can do it!”
5. “Every day, in every way, I am getting better and better.”