Lisa and Elizabeth share ways to set your sales communication apart by using certain pronouns and verbs; developing a partnership tone with your language; creating distinctions with language; and combining aspirational language with concrete objectives.
- Your language is one of the most important tools you have…in differentiating your self as a seller…and in differentiating your entire sales process.…So first, let's get honest, when you work in an organization…it's kind of easy to fall into the trap…of using watered down sales language.…You probably know what I mean.…Terms like, return on investment,…competitive pricing, value prop.…People use these phrases over and over again…and they don't really mean anything.…
These terms themselves aren't bad…but they're the same language your competition is using.…If you really want to differentiate yourself,…you can't use the same words as everyone else.…So when you are thinking about your language,…think about how your customer experiences it.…Take your sales hat off and try and step…into your customers shoes.…What are their questions.…What are the terms and phrases they're familiar with.…When you are preparing for your next customer meeting,…or whether you're writing an email,…here are a few tips that you can use…to make your language differentiated.…
- How can you differentiate your organization?
- Setting yourself apart
- Differentiating your language
- Adding value before collecting revenue
- Differentiating during the sales process
- Unpacking the buyer's journey
- Differentiating in the first meeting
- Talking about the competition
- Customizing your deck
- Differentiating your written proposal
- Asking for the business
- Differentiating inside your organization