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Atricle Dump - Power Selling with Word Choice
I received a telephone call yesterday. It was someone I’d met at a networking group months ago. She reintroduced herself, mentioned the group where we’d met and said she was calling to follow up. She did not say about what. I asked the question for her, “Why are you calling? What did we discuss?”She told me that she makes customized covers for laptops. I thought that was nice, but I didn’t need one and still didn’t understand why she was calling me. She then told me she makes other types of customized covers too. I said, “Oh.”We had now been on the telephone for a couple of minutes. I still really didn’t understand why she was calling me. She seemed to want me to lead—but she was the one who had made the call!I try to be nice, I always talk to people who call me—it’s my bus
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost
Have you started your new business? Now, this is the main question how will you get customer that purchase from your shop or know about your product. There are hundreds of different ways you can sell or advertise your product. But all some are very expensive and some are cheap but useless. Now I am going to give you brief idea about one important, less expensive, effective and eye catching technique that will raise your business selling to the position that you expect.Now tell me which is the most common thing that people want in office, at home, at school, at college, in exam, etc. of course a PEN. Have you ever thought that a single pen can used as a marketing person that go door to door and hand to hand and advertise your product. This is the simplest way and initial way to make your
Over 60 percent of your day is spent in oral communication, in which you could be persuading, explaining, influencing, motivating, counseling, or instructing. You can create movement, excitement, and vision with the words you use. The right words are captivating; the wrong words are devastating. The right words make things come to life, create energy, and are more persuasive than the wrong words. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The bottom line is that the words you use attract or repel your prospects.
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost -
In this installment of medical billing, covering the practice of sending claims via electronic means, we will be covering more line item detail. The record covered will be the FB1 record, which is very specific detail related to the provider of services.If you take a look at the FB1 record, you will notice that the entire record involved sending data for the various providers of services, which includes the ordering provider, referring provider, rendering provider and supervising provider. Because all the information for each provider is the same, covering name and UPIN numbers, as well as the patient ID for the claim, we're not going to review this record in detail. Instead, we're going to explain why this information needs to be sent. This will give you a clear understanding of the
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost
Have you considered a new career as a franchisee and possibly becoming self-employed? Have you looked at the various franchises available currently on the market? Well, no doubt you've probably thought about a coffee franchise and there are about seven different franchisors who sell coffee shop franchised outlets.Many of them are quite good even if you have dismal records and lots of failures. In other words many of their franchisees have gone out of business; sometimes as many as half of their franchisees.Indeed recently, I met a very nice couple from a Coffee Shop Franchise in Phoenix, AZ Area and they are Corporate Employees and had 4 other investors with them, which are also Corporate Employees and had not yet turned a profit in 4 years. Luckily they are all working and do
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost
Let's say you are a small business owner or a professional such as an attorney, CPA, engineer, insurance broker, or engineer and someone gives you a good business referral that results in a sale. The referral may have come from a colleague, an associate, a friend, a client, or a member of a business networking group that you frequent. You earn a commission or a fee from the sale. What do you do? Do you say thank you? Yes, of course you do. Anything else?You pay for the business referral.Business referrals should never be free.When someone gives you a business referral that results in a completed sale you should always pay that person. Pay them in cash. Pay them handsomely. What happens when you just say thank you? The referrer feels appreciated. What happens when you
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost
Want to get hired faster than up to 97% of other job seekers?Well, you can. By doing two simple things almost nobody else is doing:1) write down a job search goal and2) read it out loud 10 times a day.Do this and you'll find a job faster as a result. I promise.Here's how ...Depending on which self-help book you read or success guru you listen to, only about 3% to 10% of the population has written goals, with deadlines. To prove this, ask yourself -- do you have written goals? Probably not. Now go ask 10 friends. Only about one will answer yes, if they're honest.The point is this: only a tiny percentage of people take the effort to decide exactly what they want in life and then write it down in the form of clear, specific goals.This may exp
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost -- Investment
Credit card -- Form of payment
Problem -- Challenge
Objections -- Areas of concern
Expensive -- Top of the line
Cheaper -- More economical
Service charge -- Processing fee
The airline industry has mastered the power of words. They know word choice is critical to getting their point across and to reducing panic. When you listen to the flight attendants’ instructions before take off, you also hear careful word choice. They tell you that in the event of a water landing, your seat cushion can be used as a "flotation device." Hello! What they’re really saying is, "If we crash into water, grab your seat cushion so you don’t drown." Notice they don’t say "life preserver," but rather they call it a "flotation device." Also note that there is no "barf bag" on board--it’s a motion discomfort bag. Or "we are experiencing a mechanical difficulty" instead of "the plane is broken." They don’t clean the plane; they refresh it. Planes aren’t late; they’re merely delayed. And, my personal favorite, they never lose my luggage; they misplace it. Yes, airlines know the power of word choice in affecting their customers’ point of view.
Application Questions:
Verbally package your product/service – Put it in the best light.
How can you put your products/service greatest weakness and verbally package it into a strength?
Give me a 2 minute portion of your presentation. Verbally package it for me.
Conclusion
Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
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Characteristics/Attributes of a Lean Operation
How to Communicate on Difficult Issues
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