The Words You Choose Matter!
Scripts! That's a dreaded word in any form of sales. I challenge you to bring up the idea with any group of 2 or more professionals and watch the eye-rolling, foot-shifting and collar-pulling. The general discomfort is just as strong as if you had mentioned a get together for Amway.
Hang on now.....come back!
I'm not talking about THOSE scripts! I'm talking about the scripts we can use in our heads. Not memorizing phrases and canned responses, but practicing the words we'd like to use in our conversations. Words matter...you know this! If you've ever read, and reread, posts or emails, you know that you are screening for your word usage (and in my case spelling and grammar). So do you use the same principles when you speak? It's hard when you are on the spot with a client, so practicing in your head is a great way to ensure that you are ready for all situations.
Some examples:
- Yes vs Yeah (seems easy? but haven't we all done it?)
- Investment vs Cost
- Challenge vs Problem
- Repair vs Correction
I bet you can find any negative word and use a more positive, forward thinking, solution oriented phrase. For the ones above? I had a couple minutes to think about examples, it wasn't in the heat of the moment with a client or agent. What if you had these kinds of words and phrases always at your fingertips for any conversation or situation? You can.....if you practice your internal scripts.
Here is a great example (and tear jerker) video of how Words do Matter! Ok....so if the video doesn't launch.....click HERE!
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