For readers who appreciate the underlying sales and presentation “Words Matter” theme of this blog, it is impossible not to note the power of language in today’s news. In this case, “Wall” and “Border Security” are so loaded with different meanings for different constituencies that they threaten a major government shutdown. This is a dramatic reminder that the words you use when you sell and present to prospects and clients really matter as well.
In the News
Everyone wants to control illegal immigration. President Trump speaks to a base
that wants a long “wall” to do it. Democrats speak to their followers and call for “border security.” A “wall” carries certain associations with it that are anathema to Democrats. But, does “border security” necessarily mean no “wall?” Will Democrats accept some type of “wall” in their agreement? Will Trump’s base accept “border security” if it has a “smart wall?”
Stay tuned. We’ll know on Friday if this war of words results in a compromise.
From Politics to Your Business
What words do you use in your work to influence and sell? How do you describe yourself and your services? How do your listeners “hear” what you are saying? Are they intrigued or disinterested? Are they motivated to act or to remain with the status quo? For example…
- Do you use clichés?: “The Bible of the industry” (Must be lots of Bibles in every industry)
- Are your delivery promises predictable?: “We deliver on time and on spec.” (Who would say otherwise?)
- Are your adjectives trite?: “Amazing services.” “Awesome results” (Amazing. Awesome. Yawn.)
- Do you use off-base examples?: Trying to impress smaller companies with big corporate name clients? Describing case studies that don’t relate to current prospect’s situation? (Hey, are you talking to me?)
- Are your immediate responses to objections combative relationship killers?: “Yes, but…” (Win the battle. Lose the war.)
Watch Your Language
It is so easy to get caught up in routines and repetitive sales and presentation language and behaviors. At the end of the day, it is important to remember that, just as in politics, what you say has consequences and how your words make people feel really matters. Suggestion: Engage mind before mouth for best outcomes.
Anne Miller
Words Matter – Make What You Say Pay!
Need More Winning Sales or Powerful Presentations?
- Do you want to close business faster?
- Do you want to be a more compelling presenter?
- Are you a pro who wants an objective “sales & presentation check-up?”
If you answered “YES” to any of these questions, let’s get you to the next level of success for your business!
We can work in-person or remotely. Contact me today! 212-876-1875 amiller@annemiller.com
“I’ve sat in on a lot of sales training but I felt Anne’s approach was the most custom and the most personalized of all of them… Anne really helped elevate my proposal writing and presentation skills. She helped me understand ways to be more effective in my own organization. I would highly recommend her services to any organization and feel she has a great deal to teach any one at any level.” Digital Marketing Strategist, California
If you like these posts, please share them with friends, colleagues, and clients. Thank you!