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Understanding This Will Change How You Sell

Every word matters in sales.

Different words evoke different emotions.

Here’s a simple example:

Imagine we are walking down a street and we see a dog.

If I say: “That dog is CUTE”

You are going to have an image in your mind of a CUTE dog.

If I say: “That dog is SCARY”

You are going to have an image in your mind of a SCARY dog.

If I say: “That dog is TOUGH”

You are going to have an image in your mind of a TOUGH dog.

Note that I only changed ONE word in my statement..

BUT the image you create in your mind CHANGES.

It’s the same with your prospects.

Let’s say you are discussing price with a prospect..

And if you sell a solution that is priced at a premium:

Are you discussing the COST of the solution?

Or are you discussing what the INVESTMENT is?

COST denotes it will COST them something.

INVESTMENT denotes they will get a RETURN.

One is BETTER than the other.

Change the words and you change the IMPACT.

Do you agree?

#sellmoresellbetter #sales #saleslife

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