Management Professionals
Personal Message from Anne Warfield

There is a quote I love that says: "Thoughts become words. Words become actions. Actions become character. Character is everything"

I have it engraved in a plaque at work and at home. You notice the start of it all is thoughts. The way you THINK drives what you say, how you say it, and what you do.

So, in order to make big changes in your life, it all starts with the thoughts. In our Platinum Program with Leaders and Sales Teams we spend a lot of time on shifting the thinking so we shift the saying and doing.

Today's topic covers how the difference of a few words can make a huge difference in how someone hears and receives information from you.

Take time this week to note the words you use and the meaning they convey!

PS If you want to find out how to think and speak holistically and strategically join us for our upcoming Managing Your Strategic Message Session for Leaders. Learn More

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The Power Of Words In Sales

by Anne Warfield

Anne, as I have been applying Outcome Thinking® Sales Excavation, I am noticing that certain words elicit a different reaction from customers and I am wondering if you can comment on it?

Am I hallucinating or is there really a difference? In my company, we use the words quote and proposal. I am noticing when I use those words I seem to be shopped and tire kicked by customers while when I use Action Plan, like you taught us, I seem to get more buy in. Why is that?

A person loves to buy but hates to be sold. Therefore, they want to maintain as much control as possible in the situation so they don't end up with buyer's remorse. THINKING IT THROUGH USING OUTCOME THINKING®:
There is a distinct difference in how these three words land in a person's brain so you need to know strategically which words you want to use, which words to avoid and what is the science behind it all?

Quote--The word quote implies to the brain that you are giving them prices like you would off of a price sheet. They have zero commitment with it and the control is completely within their hands once you had that to them.

Proposal—The word proposal implies to the brain that they have put some skin in the game and that you now are handing them an option that they may or may not use. Again, they retain the control.

Action Plan—These words imply to the brain that we have put together something that we both are COMMITTED to putting in action. Thus, the person won't want to do an Action Plan if they are only tire kicking as that will make them feel guilty.

Moving forward I recommend you get rid of using the words quote or proposals completely. Instead tell clients, "We want to make sure you get exactly what you need and if we don't believe we are the best fit we will be the first to say so. For us, it is part of our brand and reputation.

So instead of a quote or proposal, we sit down and walk through with you exactly what you want to accomplish, what is the best way to do that and how much it will cost. Then if we both feel it is good, I will put together an Action Plan so we can make it happen.

This way you won't be inundated with paper work and you know what you have is what you want to move forward with rather than having to review things."


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Quotable Quotes

"People become really quite remarkable when they start thinking that they can do things. When they believe in themselves they have the first secret of success."

~ Norman Vincent Peale

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"Before experiencing Managing Your Message I did not have a strategic or defined goal.

I spoke too quickly and was closed minded. Now that I've learned about Outcome Thinking® I have a clear message that comes from the audience's perspective. Outcome Thinking® increases efficiency and adds value to achieving our company goals."

Tarah Whatmough, Project Coordinator, Customized Uptime Solutions

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