What do the words that you use say about you? What is your basic message? Do your words support that basic message?
As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable. Sometimes, the words we use or the way we use them get in the way.
Have you ever started a conversation with a prospect or customer with the phrase "I'm just calling?"?
That little word "just" is an apology. It says that your call is not important and that what you have to say is not important. Delete it from your vocabulary immediately! Simply tell your prospects and customers why you are calling. That is enough.
"I believe that?."
"I think that?."
"I know?."
Who would you rather listen to? Someone who believes or thinks she knows something-or someone who just knows it? The phrases "I believe" and "I think" detract from your message. They detract from your power.
"Once we have completed? we will hopefully achieve?"
Hopefully?
No one pays you to "hopefully" do something. They pay you to do actually do it! Tell your prospects or customers what they will achieve or should expect to achieve.
To make your words sound powerful, pitch your voice to a lower level than your usual speaking voice. In our society, a lower-pitched voice is perceived as more authoritative. Also, make sure that the inflection goes down at the end of every sentence. When nervous, everyone tends to make even statements into questions with an upward inflection. This will make you sound nervous and unsure. Be careful also, as you are doing this, not to drop off or throw the last words of your sentence away. That would sound like you are giving up.
It may take some time and practice before you are fully comfortable eliminating the words "just," "I believe," "I think" and "hopefully" from your vocabulary. It will also take some time and practice to get the lowered vocal pitch and downward inflections at the end of sentences. But it will be time well spent when you see the difference in the way your customers and prospects respond. Even if you do feel nervous, using these particular word and vocal tips will make you sound confident and self-assured. Eventually, you will even begin to feel that way!
© 2004 Wendy Weiss
Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.
![]() |
|
![]() |
|
![]() |
|
![]() |
The above quote, "Eighty percent of success is showing up."... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Back in the days when I sold for CTV and... Read More
You may not realize this, but when if you are... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Make no mistake that emotions are the driving force behind... Read More
The difference between antique or vintage store fixtures and used... Read More
You arrived on time and completed your calculations. You worked... Read More
An attractive woman has a decided advantage as sales representative... Read More
As I become more successful with my internet business I... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
For the past months, maybe a year, I've been hearing... Read More
When you are in the business of sales, among the... Read More
A few days ago, I was signing copies of my... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
Selling To Women - Selling To Men - It Isn't... Read More
You've polished your sales page over and over againuntil it's... Read More
I've been training in countries outside the U.S. recently, and... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
Do you know why your customer won't buy? You've given... Read More
Along with having an innovative supply chain, there's another reason... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
Want to build a successful incentive program for your company?... Read More
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
If you went to see your doctor, and he mentioned... Read More
The time comes for all mortgage brokers and loan officers... Read More
Most people who consider trade show planning think of it... Read More
Have you ever wondered why some people use long sales... Read More
"I am Sam. Sam I am. Do you like green... Read More
Do you have 5, 10, or 20 years of sales... Read More
It's easy to spend days, weeks, or months speaking with... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Any time a clothing store opens or expands, they must... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Growing up in the South, I used the phrase "big... Read More
The Importance of setting appointments is crucial to running a... Read More
With the dot.com revolution crushing once solid business models on... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
Most business people will tell you that selling is not... Read More
There are many tactics and techniques that go into converting... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
1. Animate your window display.How often do you change your... Read More
What do you think it is? Many experts insist it's... Read More
For many of you the Fear of Selling is a... Read More
When you are in the business of sales, among the... Read More
Part one of this article is available at ... Read More
The sales letter you can't put down?the advertising copy that... Read More
There are many fund raising ideas on the market today... Read More
Would you like an easy way to track the performance... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
My new job was to sell Commercial Service Agreements. It... Read More
In the work place, the amount of good things that... Read More
Selling is a tough job, and sometimes you may need... Read More
You have a great product, but it's not flying off... Read More
Everybody is familiar with the old retail chant, "Location, location,... Read More
"I am Sam. Sam I am. Do you like green... Read More
Speak to almost any self employed professional and most of... Read More
Not all mannequins are made to look like full-grown adults.... Read More
How many times have you heard that you gotta get... Read More
The difference between antique or vintage store fixtures and used... Read More
What can strike terror into the heart of even the... Read More
Last minute discounting has become so prevalent that many companies... Read More
Last issue we talked about what motivates people to buy... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
An area that can become profitable for many businesses in... Read More
Sales |