BE CAREFUL WHENEVER YOU USE THE PHRASE ‘I KNOW’
For years most people I’m involved with have used the phrase “I know.” As a reinforcement phrase (with raised eyebrows and a higher pitched voice) “I know,” as a sympathy phrase (whenever listening to someone in distress and not knowing what else to say) “I know,” (as a phrase of approval, nodding the head and saying) “I know,” or as a number of other ways “I know,” can be said. All seem harmless enough, until you are confronted with the possible subliminal messages the “I know,” can send out.
A number of years ago I was given a brief run down of the ramifications of using the phrase “I know,” by Paul Axford, in may of the sales scenarios we take for granted. Paul was then the managing director of a thriving home guttering business and he also happens to write twice the business his best salespeople achieved, every time he “grabbed a few leads and went on the road.”
Paul suggests, that in his opinion the phrase, “I know,” should be banned. In the majority of conversations, even the innocent ones, “I know,” sends out a message that simply says, “I hear what you say, but to me your opinion is not valid.”
Normally, I have only included information that I have personally road tested and found I have become so passionate about it, that I have adapted my selling ideology around it – as you have already gathered reading this article. However, this time I have included it suggesting you be the judge.
Of the top salespeople I’ve discussed it with, some agree with Paul, others want time to think it through. I was in that camp as well, and I feel what Paul has shared is worthwhile enough to add his thoughts here. Now you be the judge of its value to you.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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