Words Matter

I work with my clients to help them select sales language that will yield their desired results.

For instance, at the beginning of an in-home sales appointment, saying "Do you have a table we can sit at while I get some things ready" will  help get the prospect (1) seated, (2) with you, (3) and at a table, so you can prepare to do business together.

"Do you have a place we can sit at..." may result with the prospect showing you a  comfy chair in the living room (not a location that lends itself well to doing business - at least in most in-home selling scenarios) instead of a table;

"Do you have a table I can sit at..." may result in the prospect showing you a table and chair, but the prospect may not sit with you, because you didn't imply that the prospect should sit with you.

"Do you have a table we can sit at so we can talk before measuring" alerts the customer that a sales pitch is coming (Beware! Sales pitch ahead!).

Words are important. Words mean things. Different words yield different results. Use the right words and you'll be more likely to get the results you want.

Via Jill Konrath, here's a great short movie, The Story of the Sign, that shows the importance of selecting the right words.

Please share your comments by clicking on "comments" below.

Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting company. Subscribe to the free Selling to Consumers Sales Tips Newsletter.

Comments

[Kim Williams]

good sound advice. how many times do we make THAT error?!

i have another take on words over at my place. i'd love your feedback.