One of the Most Powerful Words: YOU And once you have identified what they want, to get them thinking about and desiring it even more, use one of the most powerful words in your ammo belt: YOU. Use a "YOU" language, not "I." To make it even stronger, build in plenty of personalized and customized examples. Examples sell. Anyone can make a statement, and most salespeople do. But, when it's backed up by proof ... examples ... then it carries credibility. Plus it adds visualization to the sales process by phone. For example, determine which statement has more impact. EXAMPLE ONE "I feel our service will cut down on processing time." EXAMPLE TWO "When you use your new service, you will instantly notice how it cuts down on the time you said it takes for you to enter orders, and print your shipping forms and labels. You will get the orders out the door faster to meet the requirements you mentioned. Customers in your industry have doubled the number of orders they're able to handle in a day, and you will be able to do the same. Just think of how much time and expense you will save." EXERCISE: take every statement you use to describe the benefits/results you deliver. Brainstorm for the sensory terms and descriptions that bring those results to life. Insert YOU and YOUR whenever appropriate to put them in the picture. Then find several concrete examples of how others have already experienced those results. Commit them to memory so they're always a part of your presentations. YOU will like the results. Continue having your best week ever!
