Brad Huisken

Make Them Feel It!

Last week we talked about the differences between men and women when it comes to buying. When it comes to selling I have also discovered some differences as well. I have recently found that women possess a far greater vocabulary when it comes to speaking in emotional terms compared to technical terms. This may not be completely true; it may simply be my own deficiency.

As I state in my first book - I'm A Salesman, Not A Ph.D - Selling is a process of communication in which the salesperson expresses the message in colorful, exciting, lively words to create value and desire of a product or service for the potential customer. I do know that in selling products or services the wider your vocabulary the better, especially when it comes to feeling words.

For this reason I give you the following list of emotional or feeling words that you can and should work into your presentations. These words will enable you to drive the emotional aspect of the communication and enhance the perceived value of the purchase in the customers mind.

Alive             Anxious           Delighted            Ecstatic       Elated           
Cheerful        Energized         Fantastic             Amused       Glad                  
Overjoyed     Fulfilled            Thrilled               Wonderful    Fortunate 
Proud           Pleased             Relieved              Thankful       Warm

Wonderful     Confident          Determined          Intense      Energetic     

Bold              Brave               Positive                Loving       Healthy        

Potent           Secure              Spirited                Solid           Active
Eager            Dismayed        Satisfied              Certain         Powerful

Aggressive    Sure                Absolutely            Intimidated   Envious          
Embarrassed  Crushed          Devastated           Jealous         Fragile

This is just a partial list and there are hundreds of other powerful words you can incorporate into your sales presentation. Think about every word and phrase that you say and determine if there may be a more powerful way to express your sales message. 
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Posted by Brad Huisken on June 26, 2009 | Comments (0)