TOP PROFESSIONALS UNDERSTAND THE POWER OF SOLUTIONS AND USE IT WELL
Top professionals understand their responsibilities and work at becoming part of the solution. They understand that if they make others realise why they are being asked to do something they are much more likely to do it and to co-operate with the salesperson to make whatever they need to do a reality. In fact, they understand the value of the word “because” and use it a lot.
The word “because” is both a crucial link word in sales and directive communication. Used to it’s greatest effect it can be used for affect by the deliver and eagerly accepted by the user. Here are some examples:
- “Because” it’s a basic requirement of the banks, in order to comply we need to complete forms A and B. Form C does not have this requirement.
- “Because” this program requires that you fist install it on the hard drive so that your other installations work more effectively, we suggest you do so in this manner to save the greatest amount of time.