When selling, there’s a fine line between being too pushy and being confident enough to convince a buyer to make a purchase. The words you use as a salesperson can have a huge impact on a prospect’s reaction. Phil M Jones is a master of effective communication. He wrote a book called The Right Thing to Say. The Magic Words for Influence and Influence,” which I have read several times. Below are a few powerful words that every salesperson should use in the sales process to have a chance to get their offer considered:
“I’m not sure if it’s for you, but…”
When it comes to selling, one of the biggest fears of most small business owners and salespeople is the fear of rejection. There’s a simple way to actually create an opening statement that’s rejection-free by using the powerful words “I’m not sure if this is for you, but…” and then placing your message.
Now, the beautiful thing about this series of powerful words is that there’s really no pressure on the prospect, because you’ve already made it very clear that it can be for them; therefore, they should not do what you recommend. However, the phrase also creates a bit of intrigue with the word “but.”
We all know what comes after the word “but”. We often hear things like: “Hey Steve, you’re a great worker, but?” The word “but” tells our subconscious mind that we better listen because something very important is going to be said after the word “but”.
The powerful words “I’m not sure if this is for you, but…” also signal that some kind of decision needs to be made. As a result, this set of simple words makes the prospect pause and think about what you have to say.
A few ways you might consider using the powerful words “I’m not sure if this is for you, but…” might be:
- I’m not sure if it’s for you, but Do you know someone who might be interested in our products?
- I’m not sure if it’s for you, but this option is only available this month and i really hate to see you miss out.
So, if you want a great opening line as a small business owner or salesperson that’s relatively dismissive, consider using this opening line, “I’m not sure if it’s for you, but.”
“How open-minded are you…”
When it comes to sales, a prospect’s subconscious mind is a very powerful playground to play on. A few words can play on a prospect’s subconscious to dramatically shift the odds in your favor and get him to consider your offer. The powerful words “How open-minded are you…” are so powerful because by using these words, the individual is forced to choose between two options: to be open or closed. No one wants to be associated with being closed-minded, so being open-minded is the only option.
The powerful words “How open-minded are you…” when used as a preface to your proposal, create an obligation to at least present your idea. Since most prospects consider themselves open-minded, they will generally feel compelled to respond that they are open-minded and will try your offer.
There are several ways to use the powerful words “How open-minded are you…”
- How open minded are you? try this alternative?
- How open minded are you? enabling our solution.
- How open minded are you? increase your sales.
- How open minded are you? Work together?
The concept of open mindedness gives the prospect very little freedom to basically say no, because by saying no they are essentially saying that they consider themselves to be closed minded and that no one wants to be associated with that attitude.
“How would you feel if…”
For anyone to change, they must be motivated. A person’s emotions drive their motivation. The powerful words “How would you feel if…” are so powerful because it deals with feelings and emotions.
Most of the time, the motivation comes from either the desire to avoid a loss or to achieve some kind of potential profit. Using the powerful words “How would you feel if…” allows you to travel through time to a place of positive or negative feelings. These feelings will help motivate them. We want to set the conditions for some kind of future scenario that business owners and sellers create when they fill out the phrase.
There are several ways to use the power words “How would you feel if…”
- How would you feel if? our solution allowed you to leapfrog your competition. (profit)
- How would you feel if? Your competitor has started stealing your best customers. (Loss)
- How would you feel if? can we turn your business around? (profit)
- How would you feel if? Your business failed because you failed to act. (Loss)
- How would you feel if? Are all your debts paid in full by this time next year? (profit)
The powerful words “How would you feel if…” is very powerful because it taps into the emotions and feelings of the prospect.
“Just imagine…”
The decisions we make as humans are based on the images we see in our minds. As a business owner and marketer, it’s your job to put those images in your prospect’s mind. The best way to create that image is to create a story, because stories create images in our minds.
The powerful words “Just imagine…” is a grown-up version of “Once upon a time…” The phrase “Just imagine…” opens up brain imaging. As a business owner or salesperson, you want to create an image that either moves the prospect away from the bad or towards the good.
A few ways you might consider using the powerful words “Just imagine…” might be:
- Just imagine how successful your business will be when you implement our solution. (good)
- Just imagine How would you feel if you missed this great opportunity? (Bad)
- Just imagine the look on your kids’ faces when you tell them you scored so big and you’re taking them to Disney World. (good)
Let the prospect do the hard work. Your job is to give them a picture so they can fill in the details.
How can you use this set of four powerful words in your next sale?
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