26 Apr 8 Powerful Phrases That Will Increase Your Influence [Infographic]
Charisma is hard to define — but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch.
One of the simplest ways to become more charismatic is changing your vocabulary. The following phrases are are powerful in isolation; use them together, and their effects will be even stronger.
1) “Tell me more.”
Traditional sales calls can feel like interrogations if you’re not careful. Charismatic salespeople avoid this issue by responding to their prospects with phrases like:
- “Tell me more.”
- “I see.”
- “Go on.”
These simple, neutral replies show the rep is listening and encourages the buyer to open up. They also avoid prompting the buyer to give a certain response, unlike leading questions such as, “Do you think that strategy is working?”
2) “It’s like … ”; “It’s as though … ”
There’s a reason writers rely on similes, metaphors, and analogies: These devices make your pitch more memorable and engaging.
See the difference:
Before: “Our tool helps you find and connect with passive candidates approximately three months before they start looking for a job.”
After: “Our tool helps you find and connect with passive candidates approximately three months before they start looking for a job. It’s like you’re starting a marathon an hour before the next racer.”
Coming up with a great figure of speech on the spot is hard to do, so once you find some that work, keep using them.
3) “No”; “yes”
Charisma and confidence go hand-in-hand. Next time you’re answering a close-ended question, fight the urge to over-explain: Simply saying “yes” or “no” will make you seem far more sure of yourself.
If your prospect wants more information, they’ll request it. This subtly puts you in a position of power. Furthermore, you’ll avoid rambling — which tends to lessen your charisma.
Here’s an example of this tactic:
Prospect: “Do you service the Midwest?”
Prospect: “Great, how many distribution centers do you have in the region?”