Pitch with the Perfect Words
A sales pitch can make or break the success of any salesman out there who absolutely needs to get that elusive deal. With a myriad of other salesmen selling the exact same product your are holding, it is important to know how to maximize that window by choosing the best words that positively represent you and get the nod of your client.
All the razzle and dazzle of a presentation shall go to naught when presented with ill thought out words. With just a simple tweak in the words you use can turn your otherwise lackluster presentation into the key to your dreams.
Why are Words Powerful?
Words are the tools that we use to express our ideas. As miniscule as they may be in size, their effects go right through the psyche and emotions of those who receive them. Unfortunately, not a lot of people are aware of the power these words have and they could not have been better strategized than how they were integrated into the Neuro-Lingustic Programming.
This video shows how powerful words can be, and when you know how to use it well, there is no telling of the possibilities that it can create.
NLP makes use of the three most influential factors in the production of the human experiences and they are neurology, language, and programming. According to NLP, the mind and words affect our body and behavior. With his powerful formula in mind, there is no limit to the way we use our words to get our way with others. And this includes sales pitches.
Below are some of the words and tips that would help you give that perfect sales pitch with the use of effective wording.
It's “You,” not “I”
Regardless of how great your need is to get that deal, there are two things you have to keep in mind. In most cases, the client does not know that and, most of the time, they simply do not care.
Focusing on the word “You” reminds your client that the presentation is specifically written for them and their needs, and not on your need as a salesman to seal a sale. Quite a number of salespeople forget this basic fact and end up reeking with desperation, which never really convinces anyone to buy what you are selling.
Show is Easier than Learn
When you want to sell something, you want to make it as convenient as possible for the person to buy what you are selling. In demonstrating or presenting the product, the word “learn” sounds a bit tedious in the sense that it requires a certain amount of work to do it. On the other hand “show” is more inviting because it just tells the client to sit back and relax and let you do the dirty work.
With the stiff and competitive environment that the market has, you have to make the clients your kings and queens.
Value over Money
Because the market is so cutthroat right now, the tendency of companies is to immediately lower the prices to make them the obvious choice for a sale. Sounds logical, but this can actually backfire especially when the reason for the price drop is not communicated effectively.
This brings us to the fact that the clients or consumers are not just focused on the price and are actually more zeroed in on the value that they get for their money. Any changes made on the price raises a question on the products quality and standing in the market. So make it a point to give some really compelling reasons for the price change instead of just hiking or decreasing without merit.
Put Your Money on Emotions and not on Reason
If everything needed to have a justification, the luxury market would never have existed. Fortunately for business out there, human beings prefer to act on how they feel than on what they think.
Aim for the heart of the market and know how they want to feel with the product that you want to sell. You can tap into that feeling of safety, insecurity, being healthier than you were, or just plain more beautiful for others to take notice. The words should reflect that they want to feel and make sure to present the product in the most convenient way to understand. Some really useful words that you can use in your presentations include the following:
“You Are”
Aside from being more assertive, the phrase puts the customer in a position that requires the acceptance of the party concerned. By agreeing to your statement in the first attempt, you hopefully get to establish a behavior that favors whatever you need to present in the future.
Some confuse this with the more passive “are you,” but this does not serve the purpose of the seller because it tends to leave a doubt in the mind of anyone who hears a question instead of statement.
“Talk with”
Semantics can easily be evoked in the use of “talk with” versus “speak to.” However, they are volumes apart in terms of how they affect the client, specifically when making that ever important first impression.
This is because “talking with” easily implies an exchange of ideas which is the ideal mindset in any negotiation, while “speak to” gives the impression of a one-way conversation which no customer wants to have. It is like your goal is just to shove the information down the throats of your customer with no concern on how they receive the information.
“Decision Making Process”
When you attend a presentation, it is of paramount importance to know who makes the decisions, the one person you need agree with you. But this does not merit your straightforward way of asking who that person is. The more sophisticated way is to discuss the decision making process. With the use of your knowledge of their organizational structure, it would be easy to point out the decisions makers of the client, minus the awkward situation of negotiating with the wrong person.
“Because”
Considered as one of the most powerful words used to persuade a person, it definitely lives up to its title. The reason is that it just easily and automatically answers the question “what's in it for me?” And “because” does serve that purpose, more people are bound to comply to your request because of this word.
The aforementioned words can really make a difference and help you get that sale you have always dreamed of. Just remember that everyone has a preferred language and that it is up to you to know them. Listen intently and watch their body language to know what words make them tick. A good way of doing this is to engage them in a casual conversation and just let them express themselves as freely as possible. These are the moments their guards are down and the ones that you have to take advantage of.
Once the words are known, customize the presentation to the client with those words and see your client bawl over your keen observations. They shall make you look the most interested and invested, hopefully clinching that deal you have worked hard on. Words are just as powerful as your thoughts, but with the right use of these tools, you bring the client closer to your favor.
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