TOP PROFESSIONALS USE THE “BY THE WAY” LINK OFTEN
Many communicators will agree that the most powerful phrase known to professionals is the phrase, “By the way.” A phrase that can be used as a Key Courtesy Phrase and also as a Key Phrase to change the direction of the conversation. They use this often with great results. But to the uninitiated, the “By the way” phrase is one that is hard to appreciate (let alone use) unless it is rehearsed often. In fact, these three words (“By the Way”) will redirect conversation more powerfully than just about any other link known to man.
I have included a short extract from my book, “Over 50 Ways of Closing the Sale” to demonstrate its effectiveness.
Seller: “By the way, which would you prefer, red or green? And would you need ten or twenty?”
Buyer: Twenty of the red.”
Seller: “20 – By the way, who’ll win the football this weekend?”
Buyer: “The Roos.”
Seller: “You’re kidding.”
Buyer: “No, I’m serious.”
Seller: “By the way Ted, I’d better get back to these details. Do you mind?”
Buyer: “Of course not.”
Notice how easily the seller changed the conversation away from the sale and onto the football and then changed back to the sale without either affecting the selling process or restricting general conversation. Professional sellers understand the poer of these words and use the phrase link often. The less accomplished seller can be just as effective with a little practice.
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