Do Your Words Betray You?

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 Email Blow-Off

This week's article is my response to a question by... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Selling -abilities : Part 2

In the last article... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More