It’s the most powerful phrase in Marketing too.
It’s shocking how many of us in Sales forget to use it. Marketing folks forget it it too but not as often as they tend to proof stuff before prospects or customers see or hear anything.
Why we sales people forget it all the time is another blog for another day but what you must do now with this most powerful of phrases is jump on it and start using it today, this hour and in as many ways and places as you can.
The world is eating this phrase up right now. It’s never been hotter. Ever.
Interestingly the key to this is not rooted in what everyone thinks are the pillars of sales success like “Solving a problem” or ” Filling a need” or “Asking great questions” or even “Focusing on your customer”
This phrase is not about your customer. It’s not about you, your company or your product either.
And what’s really really cool about this powerful phrase is that it is easier than ever for you to use it. There’s more evidence to cite it, examples to help frame it, places and spaces to preach it, teach it and shout it out from the top of your cubicle, desk or chair.
It’s simple too. Here it is.
“What most people….”
What most people…What most people…. Say it with me, “What most people..!!”
Powerful. Add “do” or your favorite action word or words – it doesn’t matter-and it all becomes gold! . What most people “say”, “ask”, “wonder”, “start with”, “buy”, “think about”, “try”.
The phrase is not about you. It’s not about the customer or the prospect either- it’s about people like them.
That is powerful. That gets attention. That starts and moves sales. That works.
We are sheep. I’ve written and shared studies with all of you on how powerful what most people do is. We want to see the most fans on Facebook, the most likes, the ratings, what others bought, the plus 1’s, the followers on Twitter. It’s all the same thing. What most people do is what I the consumer or the business owner wants to know.
I’m no fool. Not every customer will follow mindlessly like sheep do. But I guarantee the phrase gets the head and heart to at least listen to what you have to say – and that is half the battle.
Work it in to your phone calls and presentations and not just around “What most people buy is“. It’s smart, effective and the most powerful phrase in sales.
Till next time,
Grow The Business.