Change Your Vocabulary, Up Your Sales!
We want to share some of the information we found in a fabulous article by Eugene Kim writing for Business Insider. The article identified some key vocabulary that all salespeople should use to be more successful in their job, claiming that if we take time to use these words regularly when we speak to clients we can improve our sales stats and earnings.
Take a look at a handful of Eugene Kim’s suggestions below to help up your sales:
Inclusive Language - You
Engaging your audience by dropping in the word “you” at least once a minute can help to make your client feel more of a connection with you. You are showing your customer that you are giving them your full attention and drawing them into your world. For example, saying something like, “Just imagine yourself here, you would have the time of your life…” rather than “People love it here and have an amazing time …”
Respect - Name
Connected to the first point about inclusive language, be sure to repeat your client’s name throughout the sales encounter. Using your client’s name regularly helps to bring your customer back in focus about what you are explaining and makes your connection more personal. It also shows common courtesy, which can go a long way in developing trust. Most of the time, using first names is appropriate for most sales situations, though more a formal address might be necessary during very high value sales situations.
Identify worth - Value
Be sure to identify how your product can be of value to your specific client. More important than listing all the benefits your product has is to pinpoint how the benefits are suitable for your particular client. For example, being able to use the Kids Club for free might be a great benefit of a property yet it has a much lower value for a gay couple who have no intention of adopting. Talk about value as it is pertinent to your client.
No buts - And
Avoid using the word “but” by upping the number of times you say “and.” When you repeat “and,” you are subconsciously indicating how this product will be adding value, and more value, and more value. Get out of the habit of saying “but,” which has a negative connotation that you are about to introduce a negative idea and simply change it to “and.”
All options lead to a sale - Or
Using “or” will increase your odds of making a sale. When you provide an option (preferable no more than 3 options) you make it harder for a rejection during sales. Rather than offering your client a choice between yes or no, you are offering them a choice between “yeses”: “Would you like option A, B, or C?”
Questions - Shall we … ?
When people feel bullied into a situation they can react by rejecting your product completely. By asking questions rather than telling your client what to do, will help you to maintain respect and make them feel like they are making decisions. Also, it will get them accustomed to saying “yes” which in turn makes saying “no” sound less appealing. For example: “Should we go over these numbers again?”... “Do you need to see XXXX again?” … “Are you ready to sign your contract?”
Words that provoke strong feelings - Power adjectives
Prepare a list of powerful adjectives that you can use when talking about your product. Words such as “spectacular,” “extraordinary,” “breathtaking,” “unbeatable” etc should come naturally to you in sales as well as those specific words that help describe your particular product in an impressive way.
Paint a 3D picture with words - Reference the senses
Good sales communication should reference all the senses to provide your clients with a rounded impression of your product. References to how things look, feel, sound, smell etc can help guide your descriptions. Referring to emotions is also a way to make your clients fall in love with what you are selling.
What other language would you add to this list of essential sales vocabulary? Leave your comments.
Reference retrieved on Octo 8th 2017: http://www.businessinsider.com/13-words-help-salespeople-2016-9/#it-makes-prospects-feel-more-special-3
How to Improve Communication for Sales
If you are looking for a career in sales, here is a great short video by Improvement Pill, which is a YouTube channel that publishes useful videos to help you in your life and career. This video on how to improve your communication skills points out 7 great tips that will help you when you meet clients as well as improve your communication with coworkers and loved ones. It clearly outlines some great advice about how not to kill a sale and how to engage clients in effective conversation.
https://www.youtube.com/watch?v=mPRUNGGORDo
1. KISS vs. KILL
Keep it short and simple vs. keeping it long and lengthy.
2. Use silence to your advantage
Use pauses for emphasis and to allow your client to reveal useful information about themselves.
3. Threading
Include a number of topics that your client can respond to in the things that you say.
4. Opinion statements
Asking too many questions can seem like you are interviewing your client. Try using opinion statements that encourage a response and reveal something about yourself.
5. Humor
If you can make your client laugh you are sure to build a rapport and greater sense of trust.
6. Storytelling
Paint a picture with words, entertaining your clients and lightening the atmosphere.
7. Deep conversation
Where possible, take your conversation to a deeper level by recognizing the elements that you have in common and drawing attention to them.