Thoughtful Thursday – Choose your words with purpose
Whether it is a letter of introduction, your elevator pitch, a telephone message, or a sales presentation, how you say it is equally as important as what you want to say.
Today’s Thoughtful Thursdays sales topic is about choosing your words with purpose. Use words that will result in the achievement of your sales call objectives.
A good practice is to first write down what you are planning to say. Then review and edit, and review and edit again. It is not necessarily a script to read from, but a sales tool for you to use. Here are a few points to consider:
- Use more verbs than adjectives. Verbs persuade and are specific.
- Use adjectives sparingly.
- Consider your audience – use words that will resonate with the listener.
- Design more than one approach to allow for different personalities of listeners.
- Acknowledge any negatives, but dwell on the positive.
- Quantify all the benefits you plan to highlight.
Using the appropriate words may make the difference between a successful sales call and one that does not achieve your objectives. It is worth your time to choose your words with purpose.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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