Use This Re-Phrase And Increase Your Enrolling Power

Yes on stage at Lifestyles Pavilion in Columbu...

Image via Wikipedia

This morning it was quite easy to determine the daily message.  I didn’t even have to write it as Michael Oliver beat me to the punch.  Very well stated message below.  There is no I in TEAM.  Hence, if you could… holds so much more weight than … if I could …

There is a standard “closing phrase” in conventional selling that goes like this;

  • If I could show you a way to… (you fill in the rest)?

If you’ve used this, you’ve probably discovered it causes most people to back away and shut down on you.

The reason is that you’ve got the word “I” in there. It sounds self-serving and people sense a possible trap, so they put up their defenses, especially if it’s used early in a conversation. (Why is it that so many sales techniques are geared toward closing so early? It mostly leads to tears!)

However, REPHRASED and used as a Qualifying Question (not a closing question – there is a big difference), and used with the correct INTENT, it will produce outstanding results.

You do this by removing the word “I” and using neutral words, such as,

  • If there was a way you could… (get the money you’re looking for so that you can feel good about spending more time with your community) …do you ever look for opportunities to do that?
  • If you were able to… (reduce or eliminate that back pain so that you didn’t have to be dependent on others anymore).. by taking something else, is that what you’re looking for?

Can you feel the difference in energy or vibration of the conventional phrase and the Natural Selling phrase. If the new phrase feels better, then the person you’re talking with will also feel the same way?

Using the above as guidelines, create some phrases of your own. Say them a few times until you get the tone and feeling you want.

Your Intent

The success of the rephrasing has a lot to do with your intent. If you use it to close someone to achieve an objective, they are still likely to back away.

However, if you use it as a way to qualify whether they are serious about wanting to make a change, coming from a place of what I call Concerned Detachment, people will feel curious, as though you know something that they would like to know. They’ll respond with answers like;

  • Yes I would… depending on what it is
  • Why? Do you know of something?

Use it if you’re not doing so already. Observe how comfortable you are and how many more positive responses you get.

If you would like more tips like this, check out my downloadable coaching program entitled “How To Have Fearless Conversations…

Advertisements
Leave a comment

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: