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Add You - Power Selling with Word Choice
For professionals not involved in sales or front line service delivery it can sometimes feel like what you are doing is not adding value or your value is not recognised.So how can you start to build credibility and really demonstrate the value you deliver to your organisation?Get Clear On What You Are Here To DoIt might seem like a really obvious question but:• What are you here to do?• Are you only interested in your area of expertise, say Finance, HR or Law?• How interested are you in other areas of the business?• Do you want to train executives and managers on how to be more knowledgeable in your areas of expertise?• What impact do you want to make?Get Clear On The Benefits You DeliverOne of the key questions others outsid
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that
Many successful entrepreneurs have been known to act even though they didn't feel 100% prepared. I believe this is one of the most important skills to becoming a successful business owner. Once you have an idea, take the first step toward completing it now, and figure out the details later. Those who have to wait until all their ducks are in a row will be stuck waiting forever.I will tell you a secret: the ducks will never all be in a row!The minute you get that last one in line, another one will pop out. It's imperative you go ahead and do your best with what you have now. At some point you will have to exit the learning stage and enter the doing stage. Don't get caught in the "analysis paralysis" of continuing to learn more and more. At some point you'll have to just pull
Over 60 percent of your day is spent in oral communication, in which you could be persuading, explaining, influencing, motivating, counseling, or instructing. You can create movement, excitement, and vision with the words you use. The right words are captivating; the wrong words are devastating. The right words make things come to life, create energy, and are more persuasive than the wrong words. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The bottom line is that the words you use attract or repel your prospects.
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that
This may seem obvious to the veteran marketer, but you’d be surprised at the number of business owners who disregard the name of their business as a marketing tool. A business name that is short, easy to remember, easy to spell, descriptive of your business, and capable of drawing attention, will always win out over an otherwise boring, generic name. In fact, the name of your business could easily be worth millions to you, or it could easily mean certain failure.There really are no rules regarding business names when it comes to marketing. It’s merely a matter of deciding what you want your name to accomplish. Here are some general guidelines that will help you decide on a name that works best for you, your product or service, and what you hope to achieve:1.
Over 60 percent of your day is spent in oral communication, in which you could be persuading, explaining, influencing, motivating, counseling, or instructing. You can create movement, excitement, and vision with the words you use. The right words are captivating; the wrong words are devastating. The right words make things come to life, create energy, and are more persuasive than the wrong words. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The bottom line is that the words you use attract or repel your prospects.
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that
If you are a nurse who enjoys traveling, you may want to consider a travel nursing position. Many travel nurse placement agencies offer positions that range anywhere from four to thirteen weeks depending on the case. This type of position offers the opportunity to expand your horizons while obtaining more experience in your chosen field.In terms of compensation, the traveling nurses tends to make anywhere between 10-15% more than the staff nurse with incentives and bonuses added to the package. For many nurses, being a travel nurse opens the opportunity to see parts of the country they would not ordinarily see in the course of normal employment. If you aren't able to travel because of children or financial obligations, you can still experience the thrill of being a travel nurse by ac
Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance. Word choice can also be critical to defusing situations and in getting people to accept your point of view. Even one word can make the difference in perception and acceptance. In a study by Harold Kelley,1 students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that
Today’s news release is written differently than those from the past. It still needs to be newsworthy and it needs to sound like a human wrote it. However, you must include the right keywords in it to take advantage of the web. Let’s examine some news release optimization techniques.Research Is Key. If you have already optimized your website, then you know what keywords to include in your releases. However, if you are starting from scratch, it is important to do some keyword research. There are some decent free keyword research tools, like the stripped down version of Wordtracker, the one from SEO Company and Google AdWords. Look for keywords that have the highest volume and the least competition. For instance, when we recently launched AccessURP.com, we searched for keywords that
1. Cold, industrious, critical, practical, and determined
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that
There are many reasons why you might consider looking for a new job.Certainly, the end of one year and the beginning of a new one when we’re making New Year’s resolutions is when we often think about changing jobs.Maybe circumstances in your life have changed and have necessitated a job change.Perhaps it’s just time to move on from your current job and has nothing to do with timing.While there are many legitimate reasons for looking for a new job, not every one should be mentioned during a job interview.Here are some reasons for changing jobs along with some advice regarding which reasons are ones you want to avoid mentioning during an interview.Reasons For Changing Jobs1. You lost your last job. Layoffs and firings do happen. When discuss
2. Warm, industrious, critical, practical, and determined
Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for one word! It seemed that the differing word’s placement at the head of the list conditioned how the reader felt in reading through the rest of the list. It didn’t matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.
Words communicate abstract or vague things. We can use them to explain events, to share feelings, and to help visualize the future. Words shape our thoughts, feelings, and attitudes towards a subject. They help decide if we stay neutral or take action. Just reading words can affect your thoughts, attitudes, and feelings. For example, read these six words slowly and vocally, taking notice of how they make you feel.
- Murder -- Hate -- Depressed -- Cancer -- Sad -- Despair
Now read the following six words slowly and vocally, noticing how the words affect you as you do so.
- Wealth -- Success -- Happiness -- Health -- Inspiration -- Joy
How did these words make you feel? Successful persuaders know how to use the right words to create the desired response in their audiences. Speakers with greater verbal skills come across as more credible, more competent, and more convincing. Speakers who hesitate, use the wrong words, or lack fluency have less credibility and come across as weak and ineffective.
Sales professionals also use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following:
Contract -- Agreement/paperwork
Sign here -- OK the paperwork /Autograph
Sell/buy -- Get involved
Cancellation -- Right of rescission
Salesperson -- Business consultant
Commission -- Fee for my services
Cost -- Investment
Credit card -- Form of payment
Prob
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