How To Introduce Laser-Like Clarity To Your Business Thought Processes
By Damien Parker | December 15, 2014
We all have a built-in understanding about certain words. For instance, when you hear the word “circle” you envisage a round shape, right?
According to creativity lecturer Michael Michalko, by simply changing a word or rearranging the words when you discuss the problem you can make a huge difference to people’s perspective of the problem.
Here is a practical example: Say you want to increase sales. Let’s see how a different action word in each of the statements below changes your perspective of what is required:
In what ways might I attract sales?
In what ways might I keep sales?
In what ways might I restore sales?
In what ways might I repeat sales?
In what ways might I inspire sales?
In what ways might I complement sales?
You see, in asking different questions of the same general subject we are tapping into the different sub-areas of a broad subject. In this case we are asking:
How can we sell more current products/services to our existing customers?
How can we sell current products/services to new customers?
How can we sell new products/services to existing and new customers?
How can we add complementary extra products to sales to existing and new customers?
How can we sell more frequently to existing or new customers?
How can we sell more by not losing customers to competitors?
And then there is my favourite – because it is the easiest way to increase sales:
How can we increase the price without losing customers?
The message is clear: Managers if we want to generate better and faster results then we need to seriously consider making our communication clearer. The precise words we select can make this happen.
Practical Suggestion: Why not send that list of seven ways to increase sales home with each staff member this Friday and ask them to return on Monday with at least one suggestion in each area?
Oh yes, and whilst talking matters communication be careful with the way you emphasize individual words in a sentence.
Believe it or not, the mere inflection you place upon a word in a sentence can make a terrific difference. Try this example and place the emphasis on the word as underlined.
I didn’t say she stole the money!
I didn’t say she stole the money!
I didn’t say she stole the money!
I didn’t say she stole the money
I didn’t say she stole the money!
I didn’t say she stole the money!
Management – but for the want of a word said, or not said
– but for the want of a word written, or not written
– but for the want of an act done, or not done
‘Tis the difference between gold and grit!’
Here’s to more sales, profits and cash from your business,
Damien Parker
Business Improvement Specialist
www.salesprofitscash.com
Follow my Tweets: @salesprofitcash
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