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Casual Articles - Raise Concern About Sales Competition, Not About Yourself
Good time management is an essential key to creating and maintaining a successful personal and professional life. So why is poor time management one of the top reasons people do not reach their goals?Prioritize and Plan: Create a time management plan. Try clarifying your priorities, your strengths and weaknesses, and your goals on a personal and pr
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you wan
If yours is a small business and you have big or even huge competitors, you may be laying awake at night wondering how can you possibly beat them. You can't out-advertise them, or out-promote them, and you probably won't be able beat to its prices. For example, think about a small business whose biggest competitor is Wal-Mart, Best Buy, Amazon.com or some
The mind can only process positive statements directly. In order to process a negative statement, one must first create a positive representation of the negative statement in the mind. To *not* think of a pig, you first had to see a fat, brown, smelly pig. Only then could you attempt to tell yourself not to think about it. Gee, by now though you've already thought of the pig, so what good is it to tell you not to?
So how does this relate to sales and persuasion? Let's think for a moment. Have you ever said something to a prospect like this: "Don't worry about the strength of our widgets. I assure you we have the strongest widgets in the industry"? You just told the prospect that there is reason to be concerned about the strength of your widgets! This statement either planted the suggestion that there is reason to be concerned about the strength of your widgets, or it reinforced the belief that your widgets are weak. The prospect may have never even heard of the possibility that Zebox widgets are weak. Sometimes we get so wrapped up in our own perceptions, that we forget what its like to be an outsider new to our company, products and services. Language patterns like the above severely weaken you by needlessly drawing attention to your weaknesses.
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you want
Who is the perfect salesperson? Your neighbor? Your spouse? Your best friend? Your business associate? Doctor? Dentist? Store Clerk?. We are all salespeople. Each and every day we sell something to someone - a thought, a belief, an idea, a product or service (Example: Your neighbor "sells" you on why you should eat at a specific restuarant;
So how does this relate to sales and persuasion? Let's think for a moment. Have you ever said something to a prospect like this: "Don't worry about the strength of our widgets. I assure you we have the strongest widgets in the industry"? You just told the prospect that there is reason to be concerned about the strength of your widgets! This statement either planted the suggestion that there is reason to be concerned about the strength of your widgets, or it reinforced the belief that your widgets are weak. The prospect may have never even heard of the possibility that Zebox widgets are weak. Sometimes we get so wrapped up in our own perceptions, that we forget what its like to be an outsider new to our company, products and services. Language patterns like the above severely weaken you by needlessly drawing attention to your weaknesses.
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you wan
India is a country of diversities. It is rich in various embroidery techniques and printing techniques. Indian tradition is even rich in paintings and we can see that from the paintings of Ajanta murals and miniature paintings. In ancient times, the art of weaving and dyeing on cotton had been well developed, but it developed on silk later. In the fifth c
So how does this relate to sales and persuasion? Let's think for a moment. Have you ever said something to a prospect like this: "Don't worry about the strength of our widgets. I assure you we have the strongest widgets in the industry"? You just told the prospect that there is reason to be concerned about the strength of your widgets! This statement either planted the suggestion that there is reason to be concerned about the strength of your widgets, or it reinforced the belief that your widgets are weak. The prospect may have never even heard of the possibility that Zebox widgets are weak. Sometimes we get so wrapped up in our own perceptions, that we forget what its like to be an outsider new to our company, products and services. Language patterns like the above severely weaken you by needlessly drawing attention to your weaknesses.
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you wan
Advertising is already a part of business success. Without this process you cannot truly achieve your desired goal for your business success. If you want great savings from your printing and advertising project make use of brochures. These materials can help you save a lot of money and time compared to conventional medium used like television and radio. reason to be concerned about the strength of your widgets! This statement either planted the suggestion that there is reason to be concerned about the strength of your widgets, or it reinforced the belief that your widgets are weak. The prospect may have never even heard of the possibility that Zebox widgets are weak. Sometimes we get so wrapped up in our own perceptions, that we forget what its like to be an outsider new to our company, products and services. Language patterns like the above severely weaken you by needlessly drawing attention to your weaknesses.
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you wan
My friend Ken, the toy poodle breeder, called the other day asking about imprinted pens to give away at dog shows to promote his kennel. From previous conversations I remembered something about height restrictions."Ken, isn’t there a rule that when a toy poodle gets to a certain height, you can’t show it any more?" I asked."Sure," he replied
Words to remember: "Say it the way you want it".
Are there times when negatives are useful? Sure. Let's say you want to draw your prospect's attention to the lengthy implementation effort of your competitor's product. You could say "Zebox Technologies Widgets take forever to get installed. Ours install much faster." This might work if you have a lot of rapport with the prospect. But if you are presenting to a group, or talking with someone you don't know well yet, you could annoy the prospect and lose credibility through this direct attack.
Here's a more effective indirect language pattern: "So you're also considering S Widgets? We'll don't worry about whether you can complete your project on time in 3 months. All of our widgets install in 30 days or less. Just ask our customers." Through the use of a negative, I have just raised concern about my competitor's installation time, whilst highlighting how my company meets their rapid installation time criterion. And I have avoided using a direct assault, helping to maintain rapport and respect with my prospect.
Say it the way you want it, unless a negative is just what you need.
© 1999-2004 Shamus Brown, All Rights Reserved.
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