Contrary to popular belief, its not always just about how you say it. What you saymatters too.
Certain words carry more power than others and can affect the outcome of the conversation.
For example, asking questions that start with who, what, where, when, how, or why have a higher probability of thoughtful responses.
While words to be avoided are would, should, is, are, and do you think, as they can limit how people respond to you (such as yes or no answers).
Try asking yourself some questions starting with the different words. See the difference?
By formulating your questions to start or include the5Ws and 1H, you condition the listener to provide you with open-ended responses.
Before diving into any conversations around value, many reps start with the phrase we provide, and list off a variety of offerings.
However, the use of we provide immediately puts up walls of resistance. Itwarns prospects that a pitch is coming. Close rates drop 22% when we provide is used four or more times in a single call.
Avoid using words with the wrong connotation can prevent you fromprimingyour prospects from thinking that you are nothing but a salesperson trying to sell them stuff. This makes it easier to convince them to buy from you as they do not have a guard built up early on in the conversation.