Do you Speak the Right Language?
Our weekly Swindon business advice column with Gail Gibson
Whether you are working in a one to one or group situation, the way that you use language will have a dramatic impact upon how your message is heard and understood. Each individual will hear something different from the way a phrase is spoken. This means that how you deliver your message for maximum impact, for your audience to acknowledge and comprehend, is of the utmost importance. Think about the words that you use. What do words such as would, should and could represent to you? Do these words inspire a sense of definite intention or are they a half hearted attempt to simply make do? When you put each of these words into a sentence, what does it say to you? Would you like to? Could you do better? Should we be…? Let's take a look at a sales training scenario. A sales manager brings his team together to discuss how to improve the sale of a product. The current sales status is highlighted then the team is asked if they could be better at building customer relationships. Next they are asked whether they should be looking at new ways to encourage customers to buy. Finally the team is asked what would motivate them to achieve more. In the previous paragraph do you get a feeling that the sales manager's use of language is incomplete and ineffective? What motivation will you take away from a meeting like that? Will you be focussed on developing better relationships with your customer and achieving improved sales results? To facilitate an effective and motivational team discussion, the sales manager can alter the way he delivers his message by using positive language. Eliminate the words should, would and could. Include positive words such as will, do, when and can. Think about the difference in the message when you are asked: “How can we make a difference to the way we sell to our customer?”, “What will you do to establish a better rapport with your customer?”, or “When we achieve…”
Written by Gail Gibson of True Expressions
Discovery, Change, Transformation |
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True Expressions - website |
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True Expressions | |||||||||