This Powerful Phrase Creates Action

Getting buy-in doesn’t have to be hard. Watch how a subtle shift in phrasing can spark real action from your team and clients.

Don't forget to check out last week's top tip: Unleash the Power of Your Team!

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If you prefer to read - here is the transcript:

If you want anyone to do something for you, you have to position it as how it's in their best interest. Zig Ziglar always said, what's in it for me? World's most popular radio station.

Now, this applies to us as a salesperson wanting to get a customer to move to our product or solution. It also applies to a sales leader who wants their sales rep to try a new skill, or to hit a target, or to adopt a technology. It also applies to customer service rep who might be renewing a customer, right? If we want them to change, if we want them to do something for us, that's going to benefit us. We have to show them how it benefits them.

And there's simple language that you can use to do this. Every time we talk about what we want the customer to do, we follow it up with this exact phrase. is...” or “You will benefit from this because...” Use the word benefit: It's very powerful in selling, in presenting and negotiating, in coaching: that phrase, “You will benefit because...” Now some of my clients might change that a little bit to say, here's where you see value. But I like to keep it simple: because...”

Draw the line between the change you want them to make, the product you want them to buy, the service that you want them to engage in, and the direct benefit to them. And in an advanced way, if you can put “you will benefit from this because...” and then add their own words that you gleaned from the qualification phase, then you will have buy in.

They hear their own words back. They don't think you're parroting them. They just think that the words are resonating with them. And when you do that, they see themselves in the solution. They see themselves in the change that you want.And they are more likely to adopt it because it feels like their own.