Are Your Sales Team Using Psycho Phobic Language?

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As you're no doubt already know, I am a big believer in scripts.

I write literally dozens of scripts for clients every month and a big part of this process is identifying and replacing the psycho phobic language they are already using. 

So what the H$LL is psycho phobic language John ? 

It is literally words that create negative connotations in your clients mind. 

Words like "cost", "contract" and "sign" are really common ones and ones you should eliminate from your sales language. 

Why? because they are associated with negative mental images associated with making a purchase. 

Instead replace them "Valued at", "agreement" and "endorse the copies" or "ok the paperwork" 

Here's a few more... 

Replace "order" with "organise" or "arrange" 
Replace "four thousand two hundred" with "forty two hundred" 
Why ? because when you say the second number it sounds smaller because you are using hundred and not thousand.

But what about the psycho phobic language that's unique to your product or service? 

Here is a key part of the process I use with clients to begin the phraseology process and in doing so, eliminating psycho phobic language from presentations... 

Record your sales guys doing a presentation, get it transcribed then examine what words they are using. 

You will notice two key things... 

1. Your sales guys will see psycho phobic words they're saying that they aren't aware of... 

2. You'll quickly and easily be able to identify the language that could literally be killing sales and crippling conversion 
rates. 

This is one of the single most powerful things you can do to vastly improve your sales process. 

Take care of yourself and the ones you love
 

John Blake 


www.john-blake.com/au


About

John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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