There’s an old saying that our prospects are neutral, and it is what we say to them that determines whether they’ll buy from us. One of the most common skills in sales is the use of phrases that influence people to do what we want them to. While those skills are important, we sometimes misuse those phrases in a way that sounds ingenuine. I have a great little story that illustrates that misuse.
I was chatting with someone on Facebook, who soon put me on a recorded presentation call. Afterwards, she asked if I wanted to join her MLM company. I simply said “no, thank you.” So she used the “Feel, Felt, Found” line, of all things.
There were several things wrong with her style. First, that method only works when you know why the prospect is declining your offer. I never told her why I didn’t want to join, so how could she know how I feel? And apparently, when she joined, she “found” out about a certain feature. A feature that I found out about on the call, which I wasn’t even interested in. Maybe she should have asked questions to find out what I liked about the company, hint-hint.
I don’t know if it was intentional, but I felt from her pitch that she was more interested in a quick payday than a long-term business partnership. Most people are and will be turned off if you talk to them with that mentality. That’s why it’s called a “quick” payday; you get paid if you manage to find someone, then that person quickly leaves you and gets a refund.
This is a common mistake in marketing: using great strategies the wrong way. When used correctly, icebreakers, power words, etc. will influence prospects into joining/buying from you. The problem is that most marketers will gladly read new scripts, but not learn them, and there’s a big difference. Learning means taking time to understand why certain phrases work, and when to use them. That’s why some tutorials take about 10 minutes to teach you 2 or 3 sentences.
What most marketers do is skim to the point of the lesson, then get trigger-happy with what they heard. They’re so excited about their new “secret weapon” that they fire at anything that moves. And then they end up shooting themselves in the foot!
How will you know when to use your newfound magic words? Listen! Ask your prospect questions, and listen to what they say. If you do this, you can help them on a more personal level. You can teach them about the features of your products/opportunity that they’re interested in, and you can determine if you even have what they want. You can also use methods like “Feel, Felt, Found” and make sense. In other words, you can actually come up with your own perfect script, right on the spot, if you spend more time listening than talking!
Make a nice day!