Bump for potentially interesting thread and visibility.
Thanks for the bump.
I mentioned that I'd cover emotive words and phrases next. People find these to be really interesting, and it will actually explain a lot about why salespeople speak the way they do.
What's an emotive word?
Simply a word that evokes feeling.
Why do you use it?
Sales, no matter what you're selling, is an emotional process. People buy for emotion and keep a product for logic. (Before some autist bursts in telling me how above this they are, good for you. Logic alone can sell deals. Emotion is always necessary, though. I've sold fucking timeshare to dozens of engineers.) These words help you to put someone in an emotional state of mind, and keep you from sounding too pushy.
If you noticed further up thread, I used the phrase "moving forward" in a vignette as opposed to "purchasing." Purchasing is a dirty word. It's scary. Moving forward sounds innocuous, almost positive. Forward is progress. Progress is good. Goebbels was a fantastic salesman.
For example, you never tell someone anything. You share it with them; it's more personal. Sharing opens a dialogue. A conversation is where you sell.
Let me tell you something. This TV has an LCD display.
That's about all you can hope for.
I need to share something with you; this TV has an LCD display.
Why is that important?
It doesn't work that way every time, but sales is a numbers game. If I go from selling 2/10 to 3/10, I get a 200% increase in pay. That's just the way my structure works. Every little bit helps a salesman, though.
Here's some more emotive phrases and their normal counterparts:
I think that...
I feel that... (You can think wrong. You can't feel wrong)
Purchasing, buying, etc.
Investing (If you're switching services, they're spending right now; they'll be investing with your product.)
Naming a feature of any sort
This product has X; the benefit to you is...