The secret to communication is not just engagement, it is INTELLIGENT, EMOTIONAL, FRIENDLY engagement. -Gitomer
My secret to writing is not complex: I write like I talk.
Writing in “speak” makes several things easy:
1. As long as you can think, or have an idea, or want to expand a thought, you will never be at a loss for words. Think about it. When you’re on the phone you never say to a friend, “Hold on, I’m trying to think of something to say.” You just say it! When you write like you speak words just flow.
2. Reading what you write in “speak” is much more conversational. Writing in “speak” makes your words easy to read, easy to understand, and, in my case, easy to implement.
3. Editing the next day. Give yourself a fresh look at what you were thinking, and allow yourself to give clarity to your writing.
3.5 Reading aloud as you edit. This one secret will give you more writing power than you can imagine. It exposes every flaw and ensures flow of words and thought.
The key to mastering any kind of sales is switching statements about you, how great you are, and what you do, to statements about them, and how great they are, and how they will produce more and profit more from ownership of your product or service.
HERE’S THE SECRET: Take the word “we” and delete it. Delete it from your slides, your literature, and ESPECIALLY from your sales presentation. You can use “I” but you can’t use “we.”
HERE’S THE POWER: When you stop using “we,” you have to substitute it for the word “you” or “they” and say things in terms of the customer. How they win, how they benefit, how they produce, how they profit, how they will be served, and how they have piece of mind.
“We” is for selling. “You” is for buying.
MANDATE FOR UNDERSTANDING: Go through your entire presentation and record it. Listen to it actively — which means take notes. Count the amount of times you use the word “we.” Take out the “we,” and begin to make value statements instead of selling statements.
Here’s the reality in plain English:
1. The buyer, the prospect, and the customer expects you to have knowledge of their stuff, not just your stuff. To transfer that knowledge, the prospect needs to understand and agree with your ideas, feel your passion, feel your belief, and feel your sincerity beyond the hype of your sales pitch.
2. You have to know their industry, not just your product.
3. You have to know their business, not just your product.
4. You have to know what’s new and what’s next, not just your product.
5. You have to know the current trends, not just your product.
6. You have to know their marketing, not just your product.
7. You have to know their productivity, not just your product.
7.5 You have to know their profit, not just your product.
Here’s the mind-set needed for generating power statements:
- Don’t sell drill bits. Sell the perfectly smooth holes they create.
- Don’t sell printing. Sell the brochures that will reflect your prospect’s image and impact her sales.
- Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride.
- Don’t sell insurance. Sell safe, financially-secure families protected from tragedy.
- Don’t sell eyeglasses. Sell better vision and a stylish look.
Power statements have several purposes and can serve many needs in completing and solidifying the sale.
*Excerpted from Jeffrey Gitomer’s Sales Bible: The Ultimate Sales Resource
Today, people are more visual than ever. So, why are you still talking through some boring old sales pitch instead of showing the customer what it means to do business with you? There is a visual side of selling that you must learn and master in order to catapult your sales to the next level.
In this one-of-a-kind webinar, you will learn:
- The importance of adding visuals to make sales easier
- How to show your product in a compelling manner
- What your “sales graphics package” should include
Sign up now → → → http://bit.ly/GitomerWebinars.