Prospects and clients use words that they have attached a certain meaning to. These words bring to their mind a certain picture and a certain emotion. These words are powerful, and capturing and using their words ensures that you connect with their meaning and the emotion it elicits.
Listen carefully for the language that your prospects and clients use and capture their word choices. Use their word choices in your conversations and presentations. If their word choices are meaningful, and they are, then adopt them as your language in your presentations and your proposals. Use their words to explain your ideas.
Source: Sales author Anthony Iannarino
If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org
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