| I come from a long line of communicators, salespeople, | | | | combinations:What we'll do is...What we do...What |
| entrepreneurs, and even one telegraph operator.All of | | | | we're doing...I'm sure you'll find...Definitely...Certainly...This |
| them took language very seriously, and if you look at | | | | will just take a second...I'm a strong believer in the "Try |
| how they did in their careers, it worked out pretty well | | | | it, you'll like it!" approach to selling, and so I encourage |
| for them.With this legacy in mind, please pardon me if I | | | | you to put these improved words to use, every day, in |
| also show sensitivity to the impact of language. It's in | | | | your presentations.And then tell me how you do, |
| my genes!I suppose, if you want to be a word-nerd, it | | | | okay?Dr. Gary S. Goodman © 2006Dr. Gary S. |
| doesn't hurt having a Ph.D. from the Annenberg School | | | | Goodman, President of Customersatisfaction.com, is a |
| For Communication, at USC. (Occasionally, it can even | | | | popular keynote speaker, management consultant, and |
| get you some football tickets!)Anyway, I've had such | | | | seminar leader and the best-selling author of 12 books, |
| great responses to my articles about wimpy versus | | | | including Reach Out & Sell Someone(R) and Monitoring, |
| winning sales language that I thought I'd treat you to | | | | Measuring & Managing Customer Service. A frequent |
| more examples of sales words to use and to | | | | guest on radio and television, worldwide, Gary's |
| avoid.Typically, it is good sense to avoid using these | | | | programs are offered by UCLA Extension and by |
| weak-at-the-knees, trembling, weasel words and | | | | numerous universities, trade associations, and other |
| phrases:I'd like to...Perhaps...Possibly...Maybe...Do you | | | | organizations in the United States and abroad. Gary is |
| have a minute to talk?I'm not interrupting anything, am | | | | headquartered in Glendale, California. |
| I?Substitute the following positive terms and | | | | |