Jane Yao's Blog

How many times have you ever hoped you could find less expensive auto insurance? The expense of protecting an auto is costly for starters, and in case you have any blemishes or a Drunk driving on your document, your prices should go through the roof. There are various approaches to spend less on car insurance, all it requires is a little footwork on your side.

Lower your car insurance obligations by rearing the insurance deductible on your coverage! This will preserve a considerable amount of dollars, but remember that you happen to be in essence personal-protecting for a part of any problems. Consequently you have to have the volume of the insurance deductible saved and ready to use if you happen to do take place to get involved with a crash.

Your vehicle insurance policy may be priced at you far more should you be having to pay month-to-calendar month. Take into account getting a 6-four weeks or even a 12-four weeks plan to lessen your costs. Placing aside dollars each month would ensure that you dont discover youself to be with a huge costs you are not able to pay at the outset of a new word.

Make sure that you have any special discounts in your superior you are entitled to. Special discounts could be offered when your motor vehicle as well as your residence are insured with similar insurance firm. Also, those who have passed on a defensive-traveling program or individuals who dont smoke cigarettes or drink get savings often.

In case you are renting an automobile for the saturday and sunday, you possibly will not must get the hire companys car insurance policy. Occasionally, the leasing insurance policy will handle exactly the same things which your common vehicle plan would deal with. In other instances, if you are hiring the auto with a credit card, check into your credit card coverage. Many significant a credit card will give you free of charge insurance policy coverage specially for lease cars within the visa or mastercard agreement.

Do not just assume that an insurance provider is going to take proper care of your assert and deal with it fairly. You have to remain remarkably concerned and set occasions to follow up with your organization. You might have to become the squeaky wheel to obtain your claim paid out.

Become a member of a car membership. Should you own a vintage or a car that may be normally desired for some reason, investigation auto clubs because of it. Most of these organizations provide perks for joining. One of these brilliant rewards is oftentimes a deduction on your own insurance fees. Make absolutely certain that the key benefits of becoming a member of the membership exceed whatever else you might have to do or pay to be able to sign up for.

Lower your mileage to diminish your rates. The volume of a long way you drive really carries a huge result on the total amount you pay for your top quality. Provided you can reduce the level of a long way you drive, your costs will drop along with it. Allow yourself a rest, and go ahead and take bus on occasion.

Assess the insurance policies which you at the moment keep, to see if there is any unneeded coverage or any discounts which can be supplied you. Insurance coverage demands and prices transform every now and then, and you should know the place you stand in your existing coverage and what savings might be thanks you.

As previously summarized, there are many insurance policy alternatives to select from. Some are mandatory and several are merely further helpful coverages. This short article can assist you outline the many protection choices as well as their expenses and whether or not they are of value for your needs. By understanding this info, you can get the policy you need.

http://www.youtube.com/user/PoulinAutoSales
http://www.poulinautosales.com

There are many methods to beat the drug test requested by way of a current employer or prospective employer. Most employers will indulge a psychiatrist to help the employees handle social problems which might be affecting their performance at the job. The professional carrying out the drug test doesn’t have knowledge of one’s current social interaction. If you have indulged into among the prohibited drugs recently, there are lots of approaches to beat the drug test and getting a clean bill of records.

Best drug tester is aware of various methods that people use to beat the drug test. A room without sinks and tinted water toilet are a couple of the measures utilized by tester to avoid the person tested from disturbing the sample. In the event you succeed to beat the drug test through diluting the urine with water, use tepid to warm water as temperatures are among the most critical factors tested. Many people believe that eliminating the toxins if you take lots of water is just one of the approaches to beat the drug test. Many people have suffered water intoxication and died in the process of trying to ‘flush’ the drugs out. In the event you flourish in drinking habits the drug tester may realize the trick and make use of lower confirmation degree of 15ng/ml as opposed to the usual screen confirmation level of 50 ng/ml.

The the easy way beat the drug test is simply by creating a switch with another clean sample. Beat the drug test by collecting the urine fresh and storing it inside a sealed refrigerated bottle or container and make use of within 48 hours. If the sample is stored longer without refrigeration, bacteria begin to grow making the urine darker. An additional way to beat the drug test is through employing a detox kit for the drug you’ve indulged in before the drug test. This can be achieved 2-3 weeks before the drug test is run. You may also beat the drug test by just not arriving on the day of testing. It is possible to take time off work to get out of the drug and avail yourself for testing when certain of negative out come. Saliva is now the most favored medium of testing as it detection is instant upon ingestion and it is economical. In case you are on the drug, it is not easy to beat the drug test carried out on the saliva. You might find yourself not getting the ideal job or losing the current job by the inability to beat the drug test. Marijuana is generally tested through the hair test. It is not easy to beat the drug test performed through the strands of the hair. The the easy way beat the drug test is simply by losing the hair once you suspect the drug test is going to be administered whilst your head bald unless you are sure you’re clean. The the easy way beat the drug test is simply by completely leaving the drug use. The body usually takes some time to get clean of most the traces and you’ll be able to beat the drug test.

The best way to beat the drug test is by building a switch with another clean sample. beat the drug test by collecting the urine fresh and storing it in a sealed refrigerated bottle or container and make use of within 2 days.

o Go through the “no’s” to get to “yes.”

o It takes X number of “no’s” to get 1 “yes.”

o Every “no” brings you closer to “yes.”

I’ve heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear “no”? Who wants to go through X number of “no’s” to get to “yes”? That’s exhausting and demoralizing. Ecch!

Wouldn’t it be so much nicer if almost no one said “no”? Isn’t it great to hear “yes”! Wouldn’t it be wonderful to only hear possibilities? Well, you can. And this is how:

I have been writing a lot recently about changing the way that you think. Many times, what we think is a “no” is really something that we are making up! It is important to differentiate between the actual words your prospect says and what you think your prospect is saying. There are the “facts,” or “the words,” and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common!

Learning to hear what your prospect is actually saying versus what you make up they are saying will result in hearing fewer and fewer “no’s” and feeling less and less rejection. This does take some work and practice, like learning any new skill, but it can be done. Here are some examples:

o If a prospect says to you that they are not the decision-maker and that you need to speak with someone else, that is not a “no.” She is not the decision-maker. But if she gives you the name of the decision-maker, that is a “yes.” She is helping!

o When you are trying to set a new business appointment, if a prospect asks you to “send something” instead, that is not a “no.” More than likely, it means you haven’t convinced her yet. Send her something–you now have a second chance.

o If a prospect says she’s busy and asks you to call back, that is not a “no.” That’s a request to call her back. Do so.

o If a prospect’s secretary says that your prospect is in a meeting, that is not a “no.” Your prospect is in a meeting. Ask when she will be done with that meeting, and call back then.

Many of our “no’s” are actually quite neutral. But we don’t hear them as neutral. We read extra or hidden meaning into the neutral words and turn them into something quite different. Examine the facts. Examine what is actually being said. Check to see if you are “making stuff up” about a conversation that, when you examine it, is actually neutral. Is your prospect really saying “no,” or is it a story that you are telling yourself?

Hearing “no” continually is demoralizing and dispiriting. It is difficult to be energized and interested when facing that wall of rejection. Stop hearing “no” by always checking your facts in prospecting and sales situations. As you check your facts, stop yourself from “making stuff up” about those facts. As you do this, you will find that many of your “no’s” disappear. You will hear more “yes’s.” While the “no’s” may never disappear completely, eventually “no” itself will become the aberration. You will then be able to prospect in a whole new way. Go to it!

© 2004 Wendy Weiss

If you need to flourish in business you might be conscious of the fact that you must circle, system, system. After all, the more those who you will get hold of the harder likely revenue you will get sitting in front of an individual. But exactly how will you keep track of every one of these associates? Among the finest techniques is actually obtaining business card printing from all of these. However still, could even get discarded have a hard time retaining everything in get. This is why a small business minute card scanner is necessary. When you use an enterprise credit card reader it is possible to generate issues easier upon by yourself.

An advantage of a business credit card reader is it will certainly search within virtually any card, and after that routinely develop a get hold of position for the kids with your Milliseconds Prospect electronic mail supervisor. As you can imagine, it is then easier than ever prior to so that you can transform business card printing in to connections as part of your laptop or computer. Those days are gone once you were forced to variety each card?s data into your pc. This is out-of-date, so if you’re even now doing this you need to think about such an enterprise cards readers are able to do for you.

The key reason that many people do not get a small business cards protection is that they wouldn’t like to devote the bucks. However even when you might have to shell out a little dollars for the scanning device, you may a lot more than make this in the timeframe that you preserve. Would you imagine signing numerous business card printing into the personal computer? This will get you hours on end. Though with any protection there is a constant need to panic about this. AB101ARUA4433

On the whole, an organization minute card scanner can really help one to set up virtually any brand new contacts which you best computer speakers create. In turn, this will assist cheap pc speakers your overall company results.

Hardly any other approach to getting a visitor into the curious and buying mood can beat preselling when it is written well. Given below are a few factors that you should keep in mind to ensure that you’re able to create better presell content.

Sure, it is fine to discuss the business that markets the product, the creators, but keep it to a minimum unless there is something really compelling to reveal. If you want to do that, then do it for a good reason which means try to extract some value for the reader. Whether or not you talk about the developer, the focus of your presell needs to be on the product and not the person who made it. If you’re a potential customer you would be asking questions such as – Am I able to understand this product? What purpose does the product fulfill? The legendary ‘warm fuzzy’ which is just an overall feeling that summarizes everything and is usually a go-no-go type of feeling. It is a smart idea to cleverly address all those concerns in your presell. If your conversions are not what you like, then simply change one thing and see what happens.

Any time you look at effective presell copy, you will notice that there is an element of teaching about what the product is about as opposed to anything related to selling. In order to get your prospect to make an educated buying decision, he needs to have the right level of knowledge about the product that you’re promoting. If you do not quite have a flair for writing, then we suggest you practice writing your presell while relaxing and just being your self.

Your prospect shouldn’t leave your presell page confused but rather visit the sales page in the state of clarity. Once you are done, then add your tracking script and see what happens, and that is all anyone can ever do.

Nothing works better than some spoken words or writing from a totally recognizable expert in the field. So of course you have to look at what you are selling and do the research. You do not know the extent of the influence this may have, and that is why you need to track all you do so you can see clicks on your link. Great presell copy can be priceless and powerful for your business, so we hope you take advantage of it.

Hop over to our website for superb guidelines – best MMORTS – what’s required and Look At This Site.

The worst thing about being self-taught is the teacher. Its not that we males arent wise since we are. In this case, its type of like the Drivers Ed teacher saying, Look, well talk about the brake tomorrow, right now just get your coat and Ill get the keys.

Youve been hunting pheasants, quail and ducks for numerous years. By now, very good shooting really should pretty a lot be a no-brainer. Facing your very first clay bird, we heard, Yeah, I can do this, throw me a target. Its fairly much a jock mentality. After all, whilst you may be a bit washer and dryer challenged, you can shoot a shotgun!

From 1960 to 1980 I was a really respectable shot in the game fields. If it had feathers or fur and was in season, you could count on me to fill the tag or game bag followed by modest tales of extraordinary shooting prowess. Back then, I didnt have the very first clue how I dispatched game so speedily in the fields of Pennsylvania and Iowa but I did. I had a semi back then too. It was a gnarled 20 gauge SXS that was semi-dependable but really delivered when it counted.

It was in the early 1980s that I first encountered the clay target. For some unexplainable cause the little 20 gauge wasnt as reliable on the clays course as it had been in the field. By no means doubting my capability, I knew a new gun would take care of this quite handily. Which it did of course, until it recognized who was shooting it and then it too became unreliable. Undaunted, my search continued with many purchases till my accountant suggested I figure out just precisely how the X got on the score sheet.

Im now in Veteran class. Even though not happy about that certain classification, the numerous years Ive spent in sporting have encouraged and supported my lifelong want to be involved in the shooting sports. Here is a tough-earned lesson paid for in many missed targets.

When we 1st step into the box, unguided and without expectations, sporting clays is a blast. Minis, battues and rabbits confound us at initial but through trial and error, steadily, 1 shell at a time, targets do begin to break. Instinct is the shooting approach of selection and for excellent purpose. Its worked before and thats cause sufficient.

Soon, crossing and quartering birds are broken with a fragile but expanding self-confidence while our shooting style is taking shape. Not only are we becoming more familiar with specific shots, had been certainly on the path to taming this game. Targets are breaking. Life is great.

Enter the score sheet………

This complete write-up can be bought on-line by visting: www.paragonschool.com/catalog

For more information, please go to: online shopping.

Have you ever met with, or talked to a prospect that wasn’t ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980′s and 90′s wrote books that told you to move on to the next prospect who is ready to buy now, and not waste your time on those that aren’t ready yet.

Here’s the wrong assumption to make in that situation. You took the time and educated the prospect; they walked out, and you automatically think that they either bought from someone else, or they were just tire kicking. Wrong!!!

Why Prospect Shop Price Alone

Did you know that your prospects were conditioned by your industry to make price the overriding issue when looking for products and services? Whose fault is this? In my opinion, I would have to say that in most cases, it’s the fault of the vendors that are selling your product or service.

Why do I say this? Think about it…most prospects that call you have done most of their research regarding the type of product or service that you offer and are now ready to buy. The typical prospect makes 3 to 5 phone calls asking who can provide the best price, because they’ve already done the research and know what their needs are. What might you tell them? You might jump at the opportunity to gain a new client and say, “I’ll give you the best price, what did the other guy offer you?”

Have you ever wondered how to sell your products and services more on value than simply on the price?

Understanding The Educational Spectrum

Think of the Educational Spectrum as a horizontal line from left to right, with the letter “A” representing the far left hand side of the spectrum and “Z” being the far right. Prospects jump on the educational spectrum somewhere from A to Z. A is when the prospect first gets the idea that they have a need for what you have to offer. We call these “Future Buyers”. Z is when money changes hands and they acquire the goods. We call these “Now Buyers”.

Here’s a simple illustration of the Educational Spectrum. The key is to determine where your prospects are on this spectrum and help them move comfortably and consistently towards the right of the spectrum where they then become the “Now Buyers”.

“The Educational Spectrum”

A====D=========G=====J=======M=======P========S=======V======Z

A- Prospect firsts gets the idea to buy what you sell

D- Starts gathering information on an informal basis

Z- Money changes hands

A====D=========G=====J=======M=======P========S=======V======Z

Just like we know that having a baby takes 9 months, you have a good idea what the selling cycle is for your products. Whatever it is, you know it is fairly constant. So why rush the future buyers to buy when they are not ready? Why not use the selling cycle to your advantage?

Become The Logical Choice To Do Business With

Understanding the job of effective marketing will allow you to assist your prospects when you know that they are not ready to buy what you have to offer by providing marketing materials that are hit their hot-buttons and educate them in a systematic way until they are ready to buy.

This process should be systematic and automated, so that they receive industry significant information that helps them to make a quality decision. In other words, you can become the advocate for your industry that prospects look to for advice. When they become “Now Buyers”, where do you think they will go for their purchase? Good chance, it will be you!

Think of yourself as the fountain from whence all information flows when it comes to buying what you have sell.

It should not be important who your prospect buys from as long as you are committed to providing the best information and knowledge so they can make the best buying decision for themselves and their situation.

In the end, no one wants to feel like they made a bad decision to purchase your product or service, so it is important that you assist your prospects every step of the way as they are gaining confidence in doing business with you.

Selling “-abilities”: Reliability

(Part 1 of 4)

Most salespeople love to talk about their “-abilities”: Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their ‘abilities’ to convince the customer to make a buying decision. But what happens when the customer still doesn’t buy? What happens when you keep repeating your abilities but get no response or pulse from the customer? Many salespeople overuse their company’s abilities. Repetition or sounding like everyone else has the affect of dulling a customer’s buying senses. So, how do you sell ‘abilities’ effectively? Lets start with reliability in this first of four articles.

Selling Reliability
In any selling situation whether product or service, mostly the former, the term reliability is bound to be raised as a point of contention or objection. Twenty years ago reliability was much more of an issue then it is today when it came to hardware sales. Today, with the improvement of semiconductor electronics, the consolidation of component on chips or boards and the reduced dependence on moveable parts (e.g., mechanical v. electronics), reliability is less of an issue when it comes to hardware.
Reliability as it applies to selling software on the other hand is another animal altogether. As programs have gotten more robust, requiring millions of lines of codes, they’ve become more susceptible to ‘bugs’ and operating system errors.

There are three basic strategies for overcoming reliability objections or issues with software and/or hardware products:

Strategy #1: References are only good when they are similar in company structure and needs. If you have customer with similar profiles to the company you’re trying to sell to, use that customer as a reference. The reference company should have a similar profile in terms of requirements (e.g., many offices distributed, over 1,000 employees who’ll access the system, etc.). Warning: Using a company’s competitor as a reference can backfire.

Strategy #2: Agree to set up an onsite trial where the software (or hardware) can be used and exercised to it’s fullest. This strategy is referred to as ‘beta testing’. One approach is to use one of the company’s smaller departments. The benefit to you the salesperson is that you’ll be able provide and support a more controlled environment. If the software or hardware works within the department, you will be able to leverage that success company-wide. Warning: These tests should only be done when your product(s) has passed your own ‘bug & crash’ test.

Strategy #3: Many large corporations have some type of certification program. Some of these programs are either done in-house or outsourced to some third-party company who specializes in testing products. Take a look at one of your appliances at home and you’ll note that it has been certified as reliable by some third-party laboratory (e.g., U.L.). If a company has an in-house certification program, the first step in the selling process is to get the product approved. Here is where a salesperson’s technical support team can play a key role in ‘helping and expediting’ the certification along. If the certification is to be done by a third party, all you can do is hope your product passes. The key here is to get your product(s) approved and “spec’d in” (i.e., specifications approved) by the company. Once this happens, a path is cleared for the salesperson to begin the selling process.

In all three strategies, a lot of selling has to be done, not some much about the product, but about your company. Buyers need to know that your product is highly reliable and that you are equipped to support it over the long run. Keep in mind that a buyer has to invest time and effort just to help ‘you’ sell them. Great salespeople understand that they are inconveniencing the company. Which is why great salespeople will do anything and everything to make sure the testing phase goes smoothly without undue demands on the potential buyer. These types of sales have long cycles and require patience, understanding and flexibility on the part of the seller.

When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

But have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do the same thing?

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson. They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the process.

So how do you build this rapport?

AND YOU ARE…

The first key is to recognize that different behavioral styles do exist among prospects. You’ve probably seen from your own experience how one sales approach worked great with one person, yet you got a very different reaction from someone else.

Behavioral styles impact:

1. How a prospect wants you to sell to them.

2. How a prospect wants you to present information.

3. How much information you present.

4. How a prospect makes buying decisions.

The same approach won’t work with everyone. As you learn to adapt your approach to make the customer feel more at ease, the relationship will improve and more sales will eventually result.

You can identify an individual’s behavioral style preference by using the Personal Profile System® developed by Carlson Learning Company. It classifies behavior into four styles: “D”, “I”, “S”, and “C”.

HOW DO YOU LIKE MY STYLE?

“D” STYLE

Your ID, please? You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion. They tend to think in terms of the bottom line. These individuals may have more formal, “can’t read” facial expressions than other styles.

Sign here, please. When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize the results you can help them obtain, while always letting them feel they’re in charge. In other words, don’t waste their time. Make your sales presentation direct and meaningful toward helping them achieve their objectives.

“I” STYLE

Your ID, please? “Influence,” or “I” behavioral-style individuals are frequently thought of as “people persons.” They’re enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the glass as half-full rather than half-empty, and can be quite persuasive about things they’re passionate about.

You can identify them as being outgoing and direct, very talkative and interactive. These people tend to speak quickly, use animated expressions, and express their feelings freely. They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way. Sometimes you’ll notice trinkets or fun gadgets in their office – it’s their way of adding levity to the work environment.

Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.

“S” STYLE

Your ID, please? The “Steadiness,” or “S” behavioral style, is also people-oriented – but at a much slower pace than the “I” style. The “S” person doesn’t like to be forced into making changes or quick decisions. They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out. Their focus is on cooperating with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others. Their speech may appear softer, with an open posture. They will have relaxed, warm facial expressions and prefer a casual approach.

Sign here, please. When selling to the “S” style, it’s important that you listen to them. They need to feel you understand their needs. Assure the individuals that you and your organization are customer- and service-oriented. Just don’t push them into quick buying decisions. Show how you’re interested in a long-term relationship with their company, and that they can depend on you whenever necessary. The “S” style customers are more loyal to you when other vendors come knocking on their door.

“C” STYLE

Your ID, please? The “Conscientiousness,” or “C” behavioral style, is quality-focused, slow-paced, methodical, and task-oriented. They focus on the details and are primarily concerned about doing things the “right” or “correct way.” These individuals are analytical and frequently set higher standards for themselves than others.

You can recognize them as being reserved and more indirect than other styles. These people are formal, with a closed posture and “can’t read” facial expressions. They don’t like to express their feelings readily.

Sign here, please. When selling to the “C” style, make sure you have your facts straight. You’ll need to answer analytical questions, showing references where possible. These individuals don’t need you to socialize with them – they really don’t want you to. These people want you to provide detailed information in order to make a correct buying decision. Then they will thoroughly assess your information before coming to a conclusion. Be slow-paced and formal in your approach with them – don’t become overly enthusiastic or animated. Focus instead on facts, logic, and detailed analysis.

SCHIZOS

Although individuals have the ability to behave within all four styles, they tend to use one or two most often. There is no right or wrong style. Each has its own strengths and limitations. However, there are three key steps when applying the knowledge of behavioral styles to a sales situation:

1. Understand your own behavioral style in the sales environment.

2. Identify the prospect’s behavioral style.

3. Adapt your approach to best fit the prospect’s behavioral style needs.

DO’s & DON’TS

Most salespeople tend to sell to others the way they would like someone to sell to them. That’s not going to work!

“D” for Dominant

Do

* Focus on “what”

* Provide options

* Be efficient

* Focus on results

Don’t

* Assume without getting an opinion

* Over socialize

* Emphasize unnecessary details

* Waste time

“I” for Influence

Do

* Focus on “who”

* Provide testimonials

* Be upbeat and friendly

* Handle details when possible

Don’t

* Emphasize technicalities of product

* Be overly formal or reserved

* Add to client’s workload

* Leave decisions unclear

In sales it’s important to remember this rule: “Do unto others as they would have you do unto them.”

“S” for Steadiness

Do

* Focus on “how”

* Assure client’s buying decision

* Provide excellent attention and service

* Patiently listen to needs

Don’t

* Rush client into quick buying decisions

* Forget to regularly follow up

* Have an “I don’t care” attitude

* Be abrupt or fast

“C” for Conscientiousness

Do

* Focus on “why”

* Use a logical approach

* Answer questions accurately

* Provide evidence of quality

Don’t

* Be overly enthusiastic or social

* Be unprepared or lack product knowledge

* Appear disorganized

* Rush decision-making

Hi,

I’d like to discuss the most powerful words you can use during the selling process.

Quote: Words are the most powerful drug used by mankind.

Rudyard Kipling.

Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I’ve mentioned before the idea is to be focused on your client’s needs but I’m sure this is restating what you already know.

I want to discuss words that you can use in your speech that will make your language more effective at controlling the thoughts of your prospect.

OK, let’s assume you have established Rapport with your customer or prospect and you have identified a problem they have where a product you offer could be useful to them.

The idea then, at this point in the sale, is to control the internal representations that your customer is making in their head. What I’m about to offer is a linguistic pattern that focuses your client’s mind where you want it to focus and just about forces them to accept your concepts and ideas as true. Now, STOP … and just image how useful it would be if you could easily do that.

The Power Words are:

Naturally

Easily

Unlimited

Now

Stop

Now you may be thinking what’s so special about these words?

Well, they become much more powerful if you follow the rule below.

Rule: Always put adverbs before the verb and adjectives before the noun!

(Truthfully, the words above are only examples of the types of words you can use and I have produced this abridged list merely to help you focus on the learning task at hand, i.e. how to incorporate these words into your sales language. Once you have done that you’ll find that you just naturally start to use other similar words in your speech.)

So let me go straight into some examples of how to use these words to good effect.

Have you ever found yourself saying?

“Could you make the change from your current supplier to us?”

Well, that is just a question and your prospect could just as easily say “No! I can’t”

What about,

“How could you make the change from your current supplier to us?”

Now, that is focusing your client on what you want them to be thinking about (i.e. how they could change to using your product or service) but you’re leaving a door open for them to say that they don’t know how.

What about the sentence below?

“How easily could you make the change from your current supplier to us?”

Now where is your customer’s mind focused?

Not on whether they could make the change, nor on how they could do it, but on how easy it could be. They could still say “it would not be very easy” but notice that they are still likely to use the word “easy”

Also, notice that I did not say,

“How could you make the change from your current supplier to us easily?”

Because, the first thing that would enter your client’s mind is how they could make the change and they would already be considering the answer to this question before they ever heard the word easily (if they heard it at all).

It’s subtle and it has a profound effect.

Let me give you some more examples of sentences using these words.

“Have you discovered how easily you could make a consistent product if you used our improved raw material?”

“Naturally, you’ll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides.”

These “power words” become even more powerful when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect’s conscious mind to filter out the inferences these words are forcing them to make.

“Once you begin to easily absorb this information, you’ll naturally discover the unlimited potential it has for readily making your communication infinitely more effective.” (Perhaps this sentences is a bit over-the-top?)

“Have you become aware yet of the many ways that our product could help in your production?” (The inference being there are many benefits and you will become aware of them at some point in time.)

“After you experience our product , by using it in your plant, you will realize the many ways in which it will easily improve your end product” ( infers you’ll try the product and there are many ways this product can benefit your production )

Here are some more examples for you.

“Naturally, as you start to realize the unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you’ll start imagining the success you can really achieve with our help” ( Phew ! )

“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use the product and it has more than one benefit)

“Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)

“During the first few months of experiencing our service you’ll likely become more aware of the many ways in which we offer substantially more than our competitors.” ( The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)

Before I go any further how much of this have you grasped, so far? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words. Does this sound like something you need to practice?

“From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit? “

“As you expand the range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as the best way we can easily move forward to the next level?”

I already discussed the power of the word “because” in YourSalesSuccess edition #2.

The word “cause” can function much like “because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.

“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)

“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”

The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)

“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”

“We’ve been back and forth a lot with this agreement and perhaps it’s time– NOW - to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasonable, doesn’t it ?”

How do you go about talking like this and utilizing these powerful words?

You practice by writing out sentences employing these words.

Here’s how to practice.

First, think about a specific sales call you have coming up.

Then think about some of the comments you are likely to make during that meeting.

(Use your imagination and run through the meeting in your mind.)

Write down the things you would say.

Now, rewrite the sentences inserting the powerful words.

You’ll notice the power words are grouped in the list above. Take one group at a time and try to incorporate the power words into the sentences you would have spoken.

(This may seem clumsy at first like the process you went through acquiring many new skills in the past and wasn’t that momentary discomfort back then well worth the eventual progress you made?)

Don’t add the words in, actually rewrite the sentence.

Write up to a page on each group.

Then rewrite the sentences again allowing you the freedom to use any of the power words in any of the sentences. Really pack them in!

Repeat this process for one sales call a day or just do the exercise once a day for a month and you’ll likely notice how naturally and easily you can speak using the power words.

You may have been wondering where this issue was heading. How useful these words would be. And, as you consider just that, you may find yourself just naturally beginning to experience excitement about what the future holds for you as you begin to understand how easily you can incorporate these words into your sales language, allowing you to enhance your sales results and move beyond the past sales limitations you had before you mastered the skill of using language to direct the thinking of your customer. Now, as the realization begins to sink in of how easily and rapidly your sales results will improve, that will cause you get excited about practicing the use of the power words. Now…

Happy practicing.

Here’s to YourSalesSuccess.

If you are interested in learning more about selling, please feel free to contact me via the coaching page on my website.