The Winner Is
These two little words can change the way you communicate to your clients and prospects. I was on a teleconference with Carl Gould (an exceptionally skilled communicator who has a great grasp of the the dynamics of human communication) he was talking about this topic. I could not help but think that this is all part of the strategy around “The Joe Factor”. It is using the right words to to help and to facilitate learning while building relationships with our clients. It is all about trust and rapport.
What is don’t? It is do not disguised under the apostrophe banner. It sneaks into our conversations under this mask.
Here are some Don’t phrases to ponder.
Don’t care!
Don’t think so!
Don’t want to!
Don’t have an interest!
That should be enough, but I am sure you can think of hundreds, but what are these phrases? You are right! They are negative statements and that lead to dead end streets with no way out.
Here is the most intriguing concept. We as professional sales talent will you use the word Don’t and it leads us nowhere. I will almost guarantee that in your conversations with your client you will use the Don’t word more than your client. I really believe that to be true. A good example is “I don’t think you should go down that path.” Now search how you felt or what you thought about when you read this phrase. What ever it was, it had a negative feel to it along with what ever action you would need to take to respond to it. Right!
Now think of the word DO
It is an action word to be taken very seriously. For example we seldom ask people what they don’t do but what they Do?
Do you care!
Do you think so!
Do you want to !
Do you have and interest!
Now look at the difference. The word Do is positive by its nature and it requires action or demands open response. It begs the question why and a because response.
Do you think you would learn more about your clients if you incorporated this word? Why do you think so? What will it Do for you in your sales programs.
I trust you get the point. It is so easy to change this habit just say the word Do instead of don’t and let the flow of the conversation happen. As always I am here for you.
Joe “Factor” White
1 response so far ↓
Karl R. Zimmer III // March 13, 2007 at 2:19 pm
Joe,
Once again, you offer valuable insights for your readers.
You reminded me of something Joel Weldon said many years ago, “Cans come in Cans, not in Cannots.” I also remember my Sensei saying, “Whether you think you can or you think you can’t, you’re right.”
There is much power in language. Business is all about relationships, and language (verbal and nonverbal) plays an important role in how relationships develop and form to the mutual benefit of the participants.
Keep up the great work!
Karl
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