3 Words

another tip from SalesDog:

3 Power Words for Selling
by Tim Smith

There are three words that, when used properly, carry tremendous influence, no matter the situation, regardless of the industry and irrespective of the type of person you are talking with. They are:

Because
This is probably the most powerful word you can use. From an early age, we have been programmed to accept this triggering word. Remember when you asked your parents why you couldn't do a certain thing and they responded, "Because I said so." Not the best answer, but we learn to accept it. The same is true as adults.

There has been direct research demonstrating this word alone is powerful enough to cause people to allow you an appointment, maintain your price and successfully negotiate. One study showed that people were willing to allow others to cut in line at a copy machine with the statement, "I need to cut in line because I need to make some copies."

Recommend
This word is great for presenting your solution, but it can also be used in many other areas. In my own sales consultations I often say, "Based on what you told me, I recommend..." or "I recommend we set up a time next week to review our solution." Whatever the situation, the word "recommend" positions you properly and allows you to be viewed as an expert endorsing valuable solutions, as opposed to a product-pushing salesperson.

Instantly
When applied conservatively and accurately, the word "instantly" is excellent to use in your sales letters, marketing collateral, and presentations. The reason it works is because we live in a society, which, to some extent, has conditioned many people to expect immediate results. We have microwaves, fast food, video-on-demand and drive-thru oil change facilities. We expect instant gratification instead of waiting for long-term results or gain. Prospects and customers want to solve their problems instantly.

We must always pay attention to the words we use and seek to understand why certain words work or do not work in the context of our day-to-day selling. I believe these words will help any salesperson sell more and secure more appointments.

The Brooks Group is a Sales and Sales Management Screening, Development, and Retention company that has helped more than 2,000 organizations in 500 industries transform their businesses by focusing on building and sustaining top-performing sales, sales management and business development programs. www.TheBrooksGroup.com

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