Messaging: Now let’s talk about power speaking and other points of phrasing

Posted on August 7, 2008 by Karl Goldfield.
Categories: Messaging.

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“Power speaking”, sounds like some way of charging up the team and getting every one excited. Well, not exactly. What I mean by power speaking is using words that promote confidence. Assertive statements that call actions and demand more than suggest. To start let’s discuss the words and phrasing that will leave your vocabulary today:

Might
May have
Just wanted
Was hoping
Maybe

Add to this list any other soft, passive, wishy washy word set that does nothing but put your prospect in the drivers seat. Instead, use word like:

Must
Will
Going to
Confirm
We are

In sales trainings people have suggested many things to me, but I never recall getting this advice. If you are evangelizing the new, you must be more assertive, If we are, you will see that we are going to be more successful. Please contact me to confirm that I am right.

For more on messaging and related sales training, contact me at salesmentor@karlgoldfield.com

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5 comments.

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Alan Mokbel

Comment on August 7th, 2008.

I definitely agree with you. Positive and action words show confidence and command respect. I will definitely follow your advice.

Top Sales Blog

Comment on August 9th, 2008.

Karl, I really like the article. I have had the habit of using those words (and still fight the urge to this day!) and could not agree more with you that they are detrimental to putting sales on the board.

Karl Goldfield

Comment on August 10th, 2008.

Thank you both. Yes, even for those who know word choice is essential it is an ongoing challenge not to slip into bad habits. Like, um, you know…it can happen to the best of us.

Nesh Thompson | Sales Performance

Comment on August 11th, 2008.

Though I agree with what you say Karl, I think there is a very considerable blockade to using very direct language and that is culpability. We live in an ever increasingly litigious society where what you say and when you say it can mean a lot of trouble unless you have doubly made sure that what you are saying is exactly what you are going to deliver. Many people (not just sales people but doctors, mechanics, politicians etc.) are wary of using such language because they know that the word “will” commits to one course of action whereby “possibly” is so much safer.

In the greater picture, caution brought on by an endemic litigious society changes our language to suit. To me caution and assertion are difficult to possess at the same time. What do you think?

Ian Brodie | Professional Services Consultant

Comment on August 11th, 2008.

Hi Karl,

Maybe you’re right.

Actually, I’d say that direct language is usually our friend. Especially if we’re on stage, public speaking or training. Clear, simple & direct gets the message across.

But if I’m consulting 1-on-1 I often prefer to be tentative, to suggest things for thought, to open things up for discusson and get the client to think and take ownership. Then of course, once it comes to planning & action, it’s time to get direct again.

Ian