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Linguistic Business Sales Post

2011-04-05T12:51:00.000-07:00

Our language is used every day...it is fair to say our language is our life and the words we use reflect our picture of the world we all share. Sales language is all sell sell sell some may say...

So how come some are better than others at selling?

If your sales have fallen off could it be that maybe you have begun speaking in a different language to your prospects and I dont mean French German or even Chinese.

The issue is not the national language that is being spoken but more the words that are used to describe your product.

Do you get the picture?
Do you see what I mean?
Have you a feel for what I am telling you?
Would you like to touch the product?
Does that sound like a good product?
That sounds really good...

I am sure that you have all used these sentences and have heard them yourself. We will continue to use them in our natural speaking as well. However when we are at work we are there to perform to our best to better the world for your clients and for yourselves as well. Listen carefully to the words that are being used by your clients and you will notice that if your progression with certain clients is not going that well it could be because when you say (for example):-

Does that sound like a good product?

If their reply is:-

Well I can't quite see how the product will help me....

Change your language to match theirs.

You will be speaking the same language and when we speak the same language, I am sure you will agree we get along easier.

To help clarify my short language lesson here, I have listed various words into their relative representational system:-

VISUAL

SEE
LOOK
BRIGHT
CLEAR
CLEAR
PICTURE
FOGGY
VIEW
CLEAR
FOCUSED
DAWN
REVEAL
ILLUMINATE
IMAGINE
HAZY

AUDITORY

HEAR
TELL
SOUND
RESONATE
LISTEN
SILENCE
DEAF
SQUEAK
HUSH
ROAR
MELODY
MUSIC (IN MY EARS)
HARMONIZE

KINESTHETIC

GRASP
FEEL
HARD
UNFEELING
CONCRETE
SCRAPE
SOLID
TOUCH
GET HOLD OF
TAP INTO
HEATED ARGUMENT
PULL SOME STRINGS

These list's are far from the whole list of words that we can use for each

representational system.

Remember that people like people who are like them and if you use the same words that they use you will increase your like-ability which in turn will increase your business relationship.

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Linguistic Business Sales Post