Ever wonder how some people achieve dramatically different results than others with what are seemingly the same ingredients?
What separates the most successful salespeople is they know exactly what to say, how to say it, and how to make it count.
A subtle change of (magic) words can change the entire outcome of a conversation.
What are Magic Words?
Magic words are sets of words that talk straight to the subconscious brain.
The subconscious brain is a powerful tool in decision-making because it is pre-programmed to make decisions without overanalyzing them.
Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversations that result in more "yeses" to what you offer.
There are dozens of magic words and phrases you can add to your toolbox to influence and impact those you seek to attract.
Here are four to help you start closing more sales today.
#1 - "I'm Not Sure If It's for You, But..."
Opening a statement with "I'm not sure if it's for you," causes the listener's subconscious brain to hear, "There's no pressure here."
By suggesting they may not be interested, you naturally increase their intrigue. The spike in curiosity hooks them in and tells them a decision needs to be made. The soft approach ensures the decision feels unpressured and internal.
The real magic in this phrase is a word we typically avoid in conversations: BUT.
When you say, "I'm not sure if it's for you, but...", the voice inside your listener's head says, "You might want to look at this."
This rejection-free approach creates a simple outcome. Your listeners lean in and ask for more information cause you open a story loop in their minds.
Example:
"I'm not sure if it's for you, but this option is available this month only, and I would hate for you to miss out."
#2 - "Just Imagine"
If people can't see themselves doing something, they probably won't do it.
Every decision humans make is made at least twice. We make decisions based on the images we conjure in our minds first.
If you can place a picture in someone's mind, you can use those images to influence their decisions. This is achieved through story.
When you use the words, "Just imagine," in conversation, your listener's subconscious brain kicks a switch and opens up the image viewer. It can't help but picture the scenario you just created.
Allowing the power attached to the other person's mind to build your case for you always creates a more vivid reality than anything you could possibly describe.
Example:
"Just imagine what your boss would say once you have implemented this."
#3 - "Don't Worry"
These two magic words provide instant relief when you sense anxiety and apprehension in a conversation.
Hold your posture, stay relaxed, and reassure them you will help solve their problems by saying, "Don't worry" in a calm and confident manner.
Then wait patiently and watch the tension wither away.
Example:
"Don't worry, I know you don't know what to do right now, but that's what I'm here for. I'm here to help you through this process and overcome all hurdles as they crop up along the way."
#4 - "The Good News Is"
These magic words turn a negative into a positive using a technique called labeling.
When you label something, it becomes nearly impossible for the other person in a conversation to shed that label.
The acceptance of this new label creates the ability to change the direction of an conversation with minimal effort and move it toward a positive outcome.
Prefacing your chosen point with, "The good news is..." ensures the recipient has to accept the label you attach to it.
This spin helps you build in a new direction when a conversation takes an uncomfortable turn. You cause people to face forward with optimism and zap the negative energy out of the conversation, bringing the focus back to the problem you and your business can help them solve.
Example:
"The good news is we have dozens of people who were in exactly the same situation as you whey they first started, and they have gone on to be successful and are here to support you too."
In Closing
Don't worry about learning these magic words at once and trying to make them stick. That comes with time as you get comfortable using them from conversation to conversation.
Interested in exploring magic words further? This book helps with that.
As always...stay aware, stay educated, and most importantly, stay cool.
Talk soon,
Old Man Winter
