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Why People Buy
People buy what a product or service will do for them , what they will gain, the benefits, not products. So we need to answer to the all-important question: “What’s in it for me?

Five Steps to Elicit Outcomes
By asking the right questions, you can learn how to elicit the outcomes or results the customers are seeking. The previous exercise told us how they bought in the past; this exercise will help us discover how they will buy in the future.

Other french words Related Articles

Buying the Benefits
The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good job for your prospect, in other words how well will your product/service fit your prospects needs.

Words of Power
Words have power – words spoken with clear intent and emotion carry more power than just random words on a page. Many businesses try and create their business plan or marketing material by just copying what someone else has done. They take the words, shuffle them around a bit and then label it with their company name.
The Power of Words in Marketing
Words are a funny thing. You can use them to get rich but if you use them incorrectly they will make you poor. Words can be used to make peace or start a war. Words are definitely powerful. Some words work with one industry while the same ones do not work in another. The following has some important information on words relating to marketing, ad copy and conversation in sales.

Three Little Words
There are three little words that have a lot to do with building trust in an organization. At first you will think these three words actually lead to the destruction of trust, but in the hands of a great leader, these words can become the most compelling force for growing trust. The words are: I am right.

••••••>Avoid the Use of "Stop Words" in Your Keyword Selections
SEO involves the process of investigating keywords to use on your site, do not waste your time on using Stop Words in your keyword selections. Stop words are actually ignored by Google and the other search engine spiders. Stop words are small, common words that are used on every website: words like "a," "the," and "and" are the most frequently used words on the Internet and should be avoided in keywords when possible.

Selling on EBay - How to Increase Your Online Auction Sale on EBay
I have tested changing just 2 words that were deep in the text, words that made it clear I cared a great deal about making a sale. I changed them into words that were indifferent and the response went up by 180%. What were those words?
Ode to Words
Enrich your vocabulary every day by scheduling time to read. Be curious about the words you don’t understand. Become aware of the words that live inside your head by journaling. Use the power of words by adopting a mantra. Our language shapes our thinking. Our words ultimately define us. Who do you want to be?
Implementation vs. Execution
Sales leaders need to understand and appreciate that words count, and using the wrong words or using words inappropriately will lead to same results: wrong and/or inappropriate. Using the right words will help their teams achieve the desired results and improve execution.
The Power of Passion
The French call it joie de vivre, which means joy or love of life. We wrestled long and hard with putting into words the core values that brought us together and define the kind of organization The CLEMMER Group aspires to be. The first cornerstone of our four core values is Passion.
What language are YOU speaking?
Why do salespeople speak the “language of words” when their customers are speaking the “language of numbers”? Salespeople are using words to describe their features and functions; they use words in describing their benefits. They use words in their PowerPoint presentations, proposals and collateral materials. Words everywhere! Where’s the $, %, #’s?
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