Choose the right selling words

Prospects will listen to “you,” but “I” just turns ’em off

More than 3,000 languages are spoken in the world today. But your language, English, contains the most words and is by far the most expressive, with modern English dictionaries now listing more than 200,000 entries. Yet with so many colorful and precise words, the most frequently used is the shortest and simplest of all: “I.”

People use “I” because they enjoy talking about themselves. But while this may be fine in a casual conversation, it should never apply to a professional sales presentation. Your prospects don’t want to hear you say “I like this…” and “I think that…” They want to hear the word “YOU!” To most prospects, the word “you” is positive, while too many “I’s” can be negative.

So make your presentations as positive as YOU can!

Here’s what you can do: Substitute “you” for “I” in your presentations. You might also replace other negative words with more positive synonyms. Ask prospects to “approve an agreement” rather than “sign a contract.” Suggest that they “invest” rather than “buy” or “pay for it.” Offer an “opportunity,” not a “deal.” And always make a “presentation,” never give a “pitch.”

Other articles on Selling

Choose the right selling words

Prospects will listen to “you,” but “I” just turns ’em off

Other articles on Selling