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Other Added - Sales Language: What's Wrong with But?
As an independent sales representative or one employed by a larger firm, you most likely look forward to receiving your periodic commissions, your profits, in exchange for your sales work. You have learned to expect a reward for your efforts. Regardless of the source of your paycheck, who is it that you actually w
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 rappor
In a bid to protect its own shoe-making and leather industries, the European Union proposed anti-dumping policies and duties against Asian shoes. The EU stated its intent last Tuesday as Asian exporters like India, Vietnam, and China flood European markets with cheaper but quality shoes. The EU felt that the low c
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 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
Where did we learn that we have to be serious all the time to be taken seriously? In my experience, it’s just not true. When people laugh, they learn. With this in mind, let’s explore how you can be funnier when you give a speech or presentation.I’ve coached hundreds of speaker and have come to one simple c
"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 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 rappor
Looking for a way of speeding up the check out process in your supermarket? Point of sale, or POS, scanners will help you a long way. Having barcode or label scanners will take the product and price information and send it directly to the computer and take the money from the customer. These scanners are not just u
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 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 rappor
Fundraising takes time and patience. Keeping this in mind from the beginning will help you to run a successful fundraising campaign. Non profit charities are always looking for new ways to fundraise and asking for volunteers to help with the programs. By keeping these 5 Must Knows in mind your volunteers and le
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 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 rappor
Business process management is the process of designing and maintaining an environment in which individuals, working together in groups, efficiently accomplish selected aims. This basic definition needs to be expanded as manager’s carry out the managerial functions of planning, organizing, staffing, leading and co
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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