Episode 461 Influential Phrases
Hosts: Brian Miller, PCC and Chad Hall, MCC
Date: April 17, 2025
In this episode, Brian Miller and Chad Hall discuss the art of sales and the importance of using influential phrases to enhance communication with potential clients. They explore three specific phrases that can help ease the sales process, encourage positive interactions, and create a more genuine connection between the salesperson and the client.
Brian Miller shares insights from Robert Cialdini's book, Influence, discussing the six principles of influence.
The hosts emphasize the importance of having memorized phrases in sales to reduce anxiety and provide a systematic approach.
They introduce three key phrases to use with potential clients:
"Before I go, can I share something with you?"
"Feel free to tell me no, but here's an idea."
"What if I told you I could help?"
The hosts discuss the psychological principles behind these phrases, such as reciprocity and the law of liking.
Authentic encouragement is positioned as a powerful tool in building trust and rapport with clients.
Practice Encouragement: Make it a habit to leave every conversation with an encouraging word to build relationships and trust.
Use Structured Phrases: Implement the three highlighted phrases in sales conversations to reduce pressure and create openness in potential clients.
Embrace No as an Option: Encourage potential clients to say no, which can create a more relaxed atmosphere and facilitate honest communication.
Test New Approaches: Be willing to try new phrases and strategies in your sales approach, even if they feel uncomfortable at first.
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