Posted: Mon 26th Jul 2021
Do you know when to use “I”, “you” or “we” in your sales language?
Is there often a niggle in the back of your mind when you use these words? Or perhaps even me asking the question now, it’s the first time you’re considering if or even how you’re using them in your sales pitches, copy, sales pages and so on.
The good news is the answer is pretty straightforward.
So, when you’re using the word “I”, it’s when you’re demonstrating yourself as an authority or expert in your niche, as a credible source and as someone you want your ideal client to feel safe with.
For me, this is the most important. Using the word “you” is at the point when you want your ideal customer to start reflecting, to start thinking about coaching questions that you might be asking them.
You want to start using the word “you” when you want your ideal customer to feel like they are at the front and centre of your world and the conversation.
“How do you feel about your sales language?”
You now feel like I’m talking to you and only to you.
Use it when asking a question or asking for feedback. Your ideal client is a VIP and that’s how you’ve got to make them feel.
If you start talking to them, saying “hey guys” or “hi all”, or any other language which is referring to many, suddenly your ideal client doesn’t feel so special.
“How are you today?” “What are your thoughts on this topic?” This allows them to feel like you’re speaking to them directly.
The place for using “we” is in a sales call.
So, in your discovery call, once you’ve built that all important rapport, you understand what it is that your ideal client needs, wants and why, and you’ve established that you’re a good fit for each other through the suitability exchange and you know you can help this person… that’s when you start using “we”.
“I feel really confident that we could work together.” “We could fix this by doing…” “We could overcome that challenge for you by…”
The psychology behind “we” is fascinating and allows your prospect to feel like you’re a team and already working together.
What you want to hear in return is “yes we could”; there’s no better sign that good things are coming when they start using “we” as well.
So, each of those three little words has a place in your sales language and used correctly can make a powerful impact on the outcome.
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