Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie."

There was dead silence on the phone.

I could sense her struggling to react to my spontaneous overture at making personal, genuine contact. She was so locked into her presentation or script that she had no idea how to respond to me.

The idea of just conversing with me in her most natural way was a completely foreign concept.

(She eventually took a deep breath and we transitioned into a very pleasant conversation about the possibility of us being a "fit".)

What has happened to us?

Can't we just strike up a conversation with people we don't know and build a relationship that way?

It's ironic that most of us take it for granted that spontaneous, natural communication is the right way to relate to our friends, spouses, relatives, and others in our personal lives -- but, when it comes to selling, our language becomes, almost robotic.

Why the breakdown?

Because when we make a sales call, we want something. The people we're talking with sense this immediately. They put up their guard. Our hidden agenda and their reaction immediately destroy the trust-building process of communication.

We go into our personal relationships wanting to simply know the other person. But we go into sales situations with agendas and assumptions.

And because we've been conditioned that a sale can happen only if we control the process, we never even consider the possibility that there can be total flexibility in how we communicate and build trust.

Quick self-assessment: When you pick up the phone to make a sales call, what are you hoping will be the outcome?

Let me guess:

* Get information

* Find the decision maker

* Schedule an appointment

* Make a sale

In other words, you want something even before the person you call says "Hello."

It's time to throw out your "selling" language and unlock your natural language.

Here's how:

Be willing to challenge everything you have learned about selling up to this point. If you aren't open to questioning conventional sales thinking, you'll never have a chance to experience selling in a completely different way.

* Replace your goal-oriented agendas with trust-building agendas.

* Learn to enjoy the processing of building a new relationship.

* Build a dialogue.

* Avoid centering the conversation on you and your offerings.

* Enter the conversation without assumptions.

* Trade overconfidence for humility.

Any signs of overconfidence when you first make contact with a potential client will only set off "sales alarms." Humility (not weakness) starts the trust-building process.

Visualize the person you are speaking with as a potential friend rather than a potential client. This will help you to converse rather than "sell."

When you tap into your natural language abilities, it triggers the person you're speaking with to tap into their own natural language as well.

Like you, they will abandon their "business language" and begin communicating with you in their most natural way.

Natural language is the crucial secret to transforming the outdated, ineffective "buyer-seller" role into a trust-based relationship based on open, natural communication.

---------------------------------------------------------------

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.

Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.

---

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients.... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Sell More Products and Services with Testimonials

Testimonials are all-important to sell anything. You may already have... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More