To be great at sales you have to know what to say.   Like everything, these things you say can be beginner, immediate, and advanced.   The coming series on are from an excellent book “Exactly What to Say” by Phil Jones.     It is a collection of more advanced language patterns that are designed to use your subjects own brain to your advantage.

Our first pattern is “It might not be for you, but……”

Believing I tell you to do might not be a good idea but if you follow my advice you will sell more.

In this language pattern we are reversing the polarity of the negation power of “But”.    We have long heard people say that you shouldn’t use the word “but” when communicating with people.  This is because the mind of the listener will negate whatever comes before the “but”.

For example, when your boss says “I think you are going a great job but you need to get your sales up.”   All you hear is “you need to get your sales up.”  The “but” is the negator.  In these situations, just changing “but” to “and” makes it better.   Though that is for another time.

In this language pattern we are using the negation power of “but” to strategically negate the first half of the sentence.   It’s using the reduces the conflict of presenting a new idea and the “but” negates it.

In Real Estate:   “I don’t know if this is for you but there is an investment property over in MoneyMaker heights that’s prime for the taking.”    or “I don’t know if this is for you but I could list your house for the most it’s ever been worth.”

If I was selling mortgages:  “I don’t know if this is for you but rates are about 3.5% now so I can get a great deal on a refinance.”   It just sounds less like an ad, doesn’t it.

Selling Cars:  “I don’t know if this is for your PastCustomer but the Camry’s are on sale right now and we could get you a deal.”

Or if I was selling Credit Repair (which I am):  ” Dear Reader, I don’t know if this is for you but I could help you sell more homes, real estate, or cars in 2020 if you introduce me to your past clients now.”





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