How To Speak With A Client

This I learned in my 'Professional Selling' class. Certain words have a negative connotation. They trigger nefarious feelings in clients and can kill a presentation or a negotiation in an instant. Words/phrases either advance your sale or they don't. Some are highly effective. Choose them wisely.

Some words should be avoided at all costs and replaced with positive ones. Here are a few:

• cost/price ------- replace with ----total investment is/value

• contract -----------------------------letter of agreement/forms/paperwork

• down-payment -----------------------initial investment

• pitch/spiel---------------------------presentation/I'd like to talk to you a few minutes

• deal ---------------------------------opportunity/special offer/added value

• sign ---------------------------------authorization/could you ok that for me?

John Harrington has also put together a list.


I am starting to realize how crucial my choice of words is. It is a surefire way to increase my income. I'll let you know how that goes.