Water Well Journal
Issue link: https://read.dmtmag.com/i/643500
make you less successful at getting your message across. Then there are the "maybe's, sort of's, some's, and a lot's" which convey uncertainty. Uncertainty eats away at your credibility. Eliminate the filler words by practicing the technique of pausing instead of filling up that space with meaning- less words. Here's a tip: If you need extra help with this, check out a local Toastmasters group. Try replacing vague language with clear, specific terms. For example, instead of trotting out that old tried- and-true "You'll be able to avoid costly downtime in the field with a new rig," try putting some oomph into it like "With downtime costing you thousands every day, our rig can improve your ROI by as much as 5%." 2. Ask your prospect to think of reasons why your proposal makes sense. New research has found much of the persuasion process happens for your prospect internally for them when you're not speaking. Asking the question why your proposal makes sense gives your prospect the opportunity to mentally connect the dots and arrive at their own conclusion—and it's a powerful way to have your prospect take ownership of the decision. It's also one of the reasons why stories can often be more effective at changing someone's mind than rifling off a list of facts and figures. People are told things all day long. By asking them to participate in the answer, you turn this dynamic on its head, resulting in a much stronger and longer-lasting impression. 3. Reveal your competitor's weakest argument. Perhaps it's difficult for you to compete with your competition on a major issue like price. Instead of going head to head on the price issue with your prospect, the research suggests you tackle one of your competitor's smaller claims first. Like maybe the fact they offer more options on a particular feature than you. By planting a seed of doubt in your prospect's mind about one of your competitor's smaller claims, it allows your prospect to build up some resistance to a competi- tor's larger claims. Think of this as giving your prospect an immunization against your competitor's strongest case. Combining a great solution and a qualified prospect with a clear and compelling message that engages their inner dia- logue and prepares them for competitors' claims can help you win more deals more consistently. Case closed. WWJ Twitter @WaterWellJournl WWJ March 2016 57 Tank T Tank Cros Manufactured in Ev ank T ank C actured with 100% U.S d B Le L e ed B e Industrial/Municip Resident Enivironment ass Casting ra s s C a s t i n g r ree e a d Free ead F Industrial/Municip Resident Enivironment al p tial al t pal tial tal e d A A n with w i t h a c o n ta taining less than 15% zinc, taining less than 15% zinc, taining less than 15% zinc, s u s corro corro r e c o p p e r b h i c h a to t o d L C red r cont sus ore co o pper b which a w L C ntimicrobial n t i m i c r o b i a l alloy a l l o y h the h t h e A U . S . E A U.S. EP P aining less than 15% zinc, a i n i n g l e s s than 15% zinc, h a n 1 5 % z i n c , ceptible c e p t i b l e to stress t o s t r e s s osion osion acking. cracking. cr 1 rrosive conditions use r r o s i v e c o n d i t i o n s u s e asses, with 15% or less b ra s s e s , w i t h 1 5 % o r l e s s br y a r e p ractical y actically ly ly are pr immune immune tion. ezincific tion. ezincifica 2 C T C T s s e 800-523-022 ass R e d B rass Red Br Composition Composition 85 85% - 9 0 % C o p p e r 5% Zinc % Z i n c 90% Copper B B 4 | sales@campbellmfg.com B 67 ellow Brass r Y tion Composit opper 67% % Co Co 33% Z i s opper m ism Ye l l o w B rass Composition 67% Copper Zinc 33% Zinc tersystems.com at w m | www.baker e - L C o n g m L e age - A Guide to Working with Copper and Copper Alloys. antage - A Guide to Working with Copper and Copper Alloys. v 1 The Copper Ad dv tion." The Hendrix Group Resources Ma 2 "Dezincifica ation." The Hendrix Group Resources Ma C e-L C Long L m Le ith Min (W s.com ubing C o p p e r Tubing Copper T ted g Fabric ted abricated ated ated g F F Fabrica Fabrica able e n g t h s Available ail v engths A Guide to Working with Copper and Copper Alloys. a Copper and ta Copper and terial Property Da at x Group Resources Ma aterial Property Da asses. Copper Alloys Br nimum QTY Order of 25) e d Julie Hansen is a professional sales trainer, speaker, and author. She authored the book ACT Like a Sales Pro in 2011 and has been featured in Selling Power, Entrepreneur, and Sales and Service Excellence magazines. She can be reached at julie@actingforsales.com and www.actingfor sales.com.