Avoid words that create Resistance

It's difficult enough generating interest on telephone calls, yet many salespeople make it worse by saying things that are sure to create resistance.

While fine-tuning my own openings and sales presentations, and those of sales reps at seminars and workshops, I not only look for words and phrases that will create interest, I try to screen out anything high on the slightly resistant word Scale

In opening statements, for example, your goal is to create interest, and spark desire in them to want to continue the conversation. It's all very forward-moving. Anything that could potentially create resistance blows your tires out before you leave the garage. Even if you spark some interest, the resistance might overwhelm it.

For instance:
>Telling People What They Should Do, Know, Or Think.

For example, "And I'm sure you're aware..." "Of course you'll agree..." "And I'm sure you're certainly familiar with us..."

As I was sitting here tapping away at my computer, a telemarketer hawking a corporate credit card called and launched into her pitch:

"... and you've probably read about our credit card in MONEY magazine."

I nosed in, saying, "No." She asked, "No, you didn't read about it, or no, you
don't want it?"

"Both," I replied.

>Making Unsubstantiated Puffed-Up Claims That Create Doubt.

Buyers are skeptical. Many are just downright negative, looking for the downside of everything. Therefore when prospects hear claims that could be
questioned, they are often treated with a raised eyebrow.

For example, "We're the top company..." "We're the leading supplier of..." "We're the most respected distributor..."

If it's important, and it's true, back up your claims.

"According to the Independent Testing Association, we're the supplier with the highest rating in the area regarding order fill rates, meaning you have the best chance with us of getting the parts you require, the day you need them,
without having to wait for backorders."

>Using Technical Jargon.

Granted, you might need to get into technical specs--with some people. Others don't care how the drill was wired; they buy it because it feels good in their hand. Once you've lost someone by speaking in terms they don't
understand, they might feel it's not worth the hassle to go back and get clarification. This obviously derails the forward-momentum process. Using techie terms also might cause the other person to feel ignorant or inferior.

While I was shopping for a digital camera, the techno-wizard sales clerk spewed babble that was atmospheres over my head. He lost me. I nodded in mock agreement, but he might as well have been speaking Swahili.
I just wanted to know if I could get good quality zoom and take photos of moving objects (He didn't get the sale.)

What do we all think about the use of certin words while doing a sales presentation?

Quote:

Originally Posted by Snowboy

>Telling People What They Should Do, Know, Or Think.
>Making Unsubstantiated Puffed-Up Claims That Create Doubt.
>Using Technical Jargon.

These are excellent ideas. IMO these are fundamental to good selling.

Quote:

Originally Posted by Houston

These are excellent ideas. IMO these are fundamental to good selling.

Thank you very much for your feedback on this Houston, much appreciated and valued.

	#1
Snowboy	Avoid words that create Resistance It's difficult enough generating interest on telephone calls, yet many salespeople make it worse by saying things that are sure to create resistance. While fine-tuning my own openings and sales presentations, and those of sales reps at seminars and workshops, I not only look for words and phrases that will create interest, I try to screen out anything high on the slightly resistant word Scale In opening statements, for example, your goal is to create interest, and spark desire in them to want to continue the conversation. It's all very forward-moving. Anything that could potentially create resistance blows your tires out before you leave the garage. Even if you spark some interest, the resistance might overwhelm it. For instance: >Telling People What They Should Do, Know, Or Think. For example, "And I'm sure you're aware..." "Of course you'll agree..." "And I'm sure you're certainly familiar with us..." As I was sitting here tapping away at my computer, a telemarketer hawking a corporate credit card called and launched into her pitch: "... and you've probably read about our credit card in MONEY magazine." I nosed in, saying, "No." She asked, "No, you didn't read about it, or no, you don't want it?" "Both," I replied. >Making Unsubstantiated Puffed-Up Claims That Create Doubt. Buyers are skeptical. Many are just downright negative, looking for the downside of everything. Therefore when prospects hear claims that could be questioned, they are often treated with a raised eyebrow. For example, "We're the top company..." "We're the leading supplier of..." "We're the most respected distributor..." If it's important, and it's true, back up your claims. "According to the Independent Testing Association, we're the supplier with the highest rating in the area regarding order fill rates, meaning you have the best chance with us of getting the parts you require, the day you need them, without having to wait for backorders." >Using Technical Jargon. Granted, you might need to get into technical specs--with some people. Others don't care how the drill was wired; they buy it because it feels good in their hand. Once you've lost someone by speaking in terms they don't understand, they might feel it's not worth the hassle to go back and get clarification. This obviously derails the forward-momentum process. Using techie terms also might cause the other person to feel ignorant or inferior. While I was shopping for a digital camera, the techno-wizard sales clerk spewed babble that was atmospheres over my head. He lost me. I nodded in mock agreement, but he might as well have been speaking Swahili. I just wanted to know if I could get good quality zoom and take photos of moving objects (He didn't get the sale.) What do we all think about the use of certin words while doing a sales presentation? __________________ Snowboy I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy.

Avoid words that create Resistance

Cold Calling