by Natasha
(Auckland)
Why is Using Language so important?
Answer
When I played football I was on the verge of being a professional player. At times I outplayed rivals who ended up being well-paid professionals but I never made the grade. I once asked a high-profile coach why I wasn't selected and he told me, "It's not what you do, but how you do it."
In selling it's often not what you say but how you say it.
When you converse with a prospect the results you get will be much better if you speak their language. Their language in terms of predicates (visual, auditory or feeling words), in terms of their criteria and in terms of their dominant thinking patterns.
Also, you can enhance your results with the use of presuppositions in your language. What is a presupposition? Ahh, it's something that must be true in order for the other person to make sense of the sentence you just spoke.
Let me give you an example. "I don't know when you'll read the literature I just gave you, and I don't know how much interest you'll have in the information but I do know that you'll be phoning me within an hour of reading it"
What's presupposed?
They'll read it.
They have some level of interest.
I wonder how much more you'll want to be learning about sales language now.
Greg
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