Does your sales presentation contain these potent words?

When you are interviewing people in a sales environment certain words can have an enormous impact on the way people think about you and your offer. These words can add strength, vibrancy and integrity to your verbal presentation as distinct from the written word. They invite action and progress.

Review your sales talk. See if your presentations and communications contain these potent words.

Truth

This word has universal appeal and alerts a prospect to a particularly important statement that is coming up. “The truth about your needs, Mr. Prospect, is...............................” When the prospect hears the word truth, their attention is intensified and they are able to digest and retain the information that follows. Has this word inadvertently slipped out of your sales talk?

Amazing

“Isn’t it amazing, Mr. Prospect, that by the time that tiny baby reaches 18, you’re going to spend $100,000 to educate him?” The word amazing also serves as an interest-arouser, a hook upon which you can hang the prospect’s attention for a few vital seconds.

How?

Everyone wants to know methods - ways of doing things, ways of saving time, ways of saving money, ways of saving energy. The word how has an almost universal, magnetic appeal because it goes directly to the heart of this desire.

“Mr. Prospect, this is how this plan works.” Or,

“Let me show you how you can solve these problems now.”

Why?

This word can be incorporated in a sales talk in places where you wish to give the prospect a chance to express his feelings. “Can you think of any reason why we should not go ahead with this plan now?” It helps to get the prospect working with you on the solution to their problems.

Using the word why in this way is inclusive.

Where?

This is another questioning word that brings inclusion of the prospect into the interview process. "Where do you see.....? Where would this fit into your plans to........................?"  

Who?

Who, is a direct questioning word that elicits a positive and direct answer when applied correctly. "Who is responsible for ........? Who approves projects for consideration in the budget? Who should I talk to about saving money?"

What?

What, is a very inclusive word that negates a simple yes/no response. "What is the exact outcome you are looking for in this project? What time frame are we looking at for delivery? What is the most important point in the presentation for you (your company)?"

May I ask you a question?

Permission to ask a question is subtle and good manners. It allows the prospect to give permission. It also shows there is no hidden agenda or bombshell effect on or for the prospect.

Honestly

This word needs to be used with great care as many have corrupted its usage. It is a strong but sincere word. It can build trust and respect when placed and used in the right context of the decision making process in presenting options for clients. “Mr Jones, I honestly believe that decision is in your best interest”. This is an example you can use with those about to make a decision on your presentation.

This article is reprinted with permission from Jim Prigg CEO and founder of Knowledgemaster International (KMI) Pty Ltd. KMI is an online resources company that delivers practical communications, interaction, sales and soft skills tips, tactics, techniques THAT WORK.

Learn more about winning business programs by calling Jim at mobile 0408 520 453 or jim@knowledgemaster.com.au.