Listen Intently And Choose Your Words Wisely
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
Listen Intently and Choose Your Words Wisely
Summary
Last week, I was privileged to speak to a group of investment executives in California, accompanied by one of my mentors, Doug Wood. With 40 years of experience, Doug is a legend in the investment industry. He began his career as a speech and drama teacher and has always emphasized exceptional presentations. After each presentation, Doug provides invaluable feedback, offering honest critiques that are a treasure for any sales trainer or professional speaker.The Importance of Listening
One crucial lesson Doug instilled in me is that effective selling is rooted in listening. The salesperson who listens best often makes the sale. During an impactful sales presentation, professionals dedicate 60 to 80% of their time to listening. With this in mind, choosing our words carefully becomes essential.Building Successful Sales Strategies
Sales is a numbers game, and maximizing our odds involves everything?"from attire and presentation materials to closing techniques and word choice. A study from Yale University, spanning three decades, identified the twelve most persuasive words in English: You, Money, Save, New, Results, Discovery, Easy, Help, Safety, Proven, Guarantee, Have.In crafting sales presentations, structure is key. Begin by addressing the prospect's challenges, then describe how your product or service offers a solution, and finish with a compelling call to action. Yet, this isn't where it ends. Personal appearance, collateral materials, positioning, and etiquette all play vital roles.
The Power of Words
Given that a professional salesperson speaks only 20 to 40% of the time, it’s essential to use words that persuade and prompt action. The adage "Sell the Sizzle, not the Steak" underscores the importance of creating vivid mental imagery through carefully chosen words. As Dr. Stephen R. Covey wisely advises, “Seek first to understand, then be understood.” When it's time to be understood, leveraging these powerful words can enhance your presentation's impact.---
By focusing on listening and carefully selecting our language, we can deliver presentations that are not only persuasive but also highly effective.
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