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Casual Articles - Sales Language: What's Wrong with But?
Discipline Is Important.I recently read an article about why discipline is important to a marketer. The author said that undisciplined people only live for today. He added that disciplined people use a little of their time for pleasure, and then invest the rest of their time in the future. Discipline
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
Probably the biggest objection that we get from potential business sellers is, "I'm not going to pay you a monthly fee only a success fee when you sell my business." These business owners have met with business brokers that do not charge a monthly fee and believe that a Merger and Acquisition Advisory Firm should
The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities.
Here is one word that you'll want to avoid using as much as possible when you are selling and persuading.
BUT
Read the following sentences:
"I really like your company, but I am not going to buy from you."
"You gave the best presentation, but we are going to buy from the Access Company."
When prospects say things like these, what they are really telling you is that they didn't like your company enough or you didn't give a good enough presentation to get the business.
The prospect's usage of the word 'but' acts to negate whatever came before it. And just as hearing 'but' from a prospect is often a negative message to you, using 'but' in your sales language can hurt your rapport with your prospects.
What would happen if this were your response to a customer's stated project budget?
"I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000."
You have just given the message to the prospect that you don't care about their budget. You think they should find more money to spend with you (and maybe they should, but such an attitude will not help you get the sale).
To stay in rapport with your prospect, replace the word 'but' with the word 'and'.
See here how it works:
"I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
The fitness industry is a great place to be. If you're sociable and enjoy a relaxed environment where you can help people improve themselves and make money, congratulations once you've learned the basics, its easy!Firstly though, a word of warning. If you are new to business there are a hundred or more fran
"You gave the best presentation, but we are going to buy from the Access Company."
When prospects say things like these, what they are really telling you is that they didn't like your company enough or you didn't give a good enough presentation to get the business.
The prospect's usage of the word 'but' acts to negate whatever came before it. And just as hearing 'but' from a prospect is often a negative message to you, using 'but' in your sales language can hurt your rapport with your prospects.
What would happen if this were your response to a customer's stated project budget?
"I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000."
You have just given the message to the prospect that you don't care about their budget. You think they should find more money to spend with you (and maybe they should, but such an attitude will not help you get the sale).
To stay in rapport with your prospect, replace the word 'but' with the word 'and'.
See here how it works:
"I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
Do you want to improve the profitability of your company? Then it may be time to consider firing a few customers. You can make an informed decision about this difficult situation if you first clearly identify who are you profitable and unprofitable customers.Profitable Customers: While these customers amou
What would happen if this were your response to a customer's stated project budget?
"I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000."
You have just given the message to the prospect that you don't care about their budget. You think they should find more money to spend with you (and maybe they should, but such an attitude will not help you get the sale).
To stay in rapport with your prospect, replace the word 'but' with the word 'and'.
See here how it works:
"I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
Encouraging prompt payment is at the heart of good cashflow management. Conversely, late payments by your customers can make your business vulnerable as you risk getting into financial difficulties.So how do you encourage prompt payment by your customers? Read our top tips below for some practical ideas.>You have just given the message to the prospect that you don't care about their budget. You think they should find more money to spend with you (and maybe they should, but such an attitude will not help you get the sale).
To stay in rapport with your prospect, replace the word 'but' with the word 'and'.
See here how it works:
"I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
Pay close attention and make it work the best for you.No doubt you’ve listened to, and then quickly deleted, messages from account execs from your local radio stations. Maybe you’ve even entertained them in your office. Hopefully you didn’t have to sanitize your phone or office afterwards.Wel
You have now shown respect for your prospect and his budget.
In using the word 'and' you acknowledge that they only have a budget of $50,000. People like to be acknowledged, and hate to be ignored.
Prospects hate it when they feel that a salesperson isn't listening. Its one of the major reasons why salespeople get little respect in the world today.
The next time you catch yourself using 'but' in a way that disrespects what someone just said, practice changing your sales language by saying the same thing again using 'and' instead of 'but'.
Do this a few times and you'll find yourself using 'and' instead of 'but' and you'll have more rapport with more prospects.
© 1999-2004 Shamus Brown, All Rights Reserved.
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