Sell More by Using This One Word
Think about the last time you were told how to do something. How did that make you feel? My guess is it did not get you motivated to enact change.
Nobody wants to be told how to do something
In reality, the prospects you are working with are no different. They may be interested in the platform you are selling, but they do not want to feel incapable of using your product.
Let’s take this sentence for example:
- “Hey prospect thank you for hopping on today, let me pull up some slides so I can tell you how other companies are using our platform.”
Not very collaborative, let’s change one word and see what happens.
- “Hey prospect thank you for hopping on today, let me pull up some slides so I can share with you how other companies are using our platform.”
The tone immediately changes from being a dictator by telling them, to a consultant by sharing with them.
Even though you are essentially saying the same thing, you will get much farther by being consultative and using disarming language like the word Share.
Prospects want you to share your product, not tell them about it.
In sales, products don’t sell themselves, it is your job to convey the value of your solution. Next presentation, try being a consultant and sharing, rather than being a dictator and telling.
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Thank you for reading!
BR
