“Positive talk”, like everything else we do in sales, is a specific skill. It is a skill which needs to be learned and implemented all the time. Whether it is during a meeting with a customer, during a phone call to make an appointment or even an e-mail you are sending off.
How many times have you heard someone start their conversation off with “I’m not really very good at this but I’ll give it a try”
In sales you can’t TRY something, you either DO IT or you DON’T!
“I will try to find out and let you know”. This simply means if I don’t do it, no problem, because I only said I would try.
Some examples of positive talk:
When phoning to make an appointment.
NOT: “Would Thursday be OK for you?”
RATHER: “I can meet with you on Thursday afternoon at 14h00 or on Friday morning at 08h30, which would be best for you, Thursday or Friday?”
During a meeting with a customer.
NOT: “Can I summarise this and send you a proposal?”
RATHER: “What I’ll do is summarise this and send you a proposal. Today is Tuesday, I’ll give you call on Thursday afternoon to answer any questions you might have”.
When sending an e-mail.
NOT: “Attached is the information I promised you, once you have had a look at it, please give me call.”
RATHER: “Attached is the information I promised you, today is Tuesday, I’ll give you call on Thursday afternoon to answer any questions you might have”.
In all of the examples above you are using positive talk and are staying in control of things.
Avoid using “Hopefully, maybe, possibly, try, see if, etc.” Rather be more positive and say things like “What I’ll do then is…..” or “What I suggest we do is….”
Customers enjoy working with salespeople who are positive and in control.
If you are wishy washy with your dialogue, verbal or written, your customer will be wishy washy with their actions.
Start by working on having a more positive mind-set. Believe that your customers do want to do business with you. This will help you to maintain a more positive attitude and in turn help you to use more “Positive talk” when dealing with your customers.
And just like all other selling skills, you need to do it over an over until it becomes a habit, a “Sales habit”.