{"id":200,"date":"2010-03-22T09:43:53","date_gmt":"2010-03-22T15:43:53","guid":{"rendered":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/?p=200"},"modified":"2010-03-10T10:20:46","modified_gmt":"2010-03-10T16:20:46","slug":"sales-tips-defining-statements","status":"publish","type":"post","link":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/sales-tips-defining-statements\/","title":{"rendered":"Sales Tips – Defining statements"},"content":{"rendered":"

Words of wisdom for this week.<\/b><\/p>\n

“Self-reverence, self-knowledge, self-control – these three alone lead to success.”<\/i>
\n– Tennyson<\/p>\n

Do you have a defining statement when people ask you what you do? A defining statement is a very specific and precise elevator statement. It combines all of the necessary ingredients so that when a prospect walks away from an ‘elevator conversation’ with you, he\/she knows who you are, what you do, and how he\/she will benefit by doing business with you.<\/p>\n

A defining statement should include all of the following ingredients:<\/p>\n

    \n
  1. It must use common one-syllable words that are easy to understand. If you stick to the language an 8th grader would understand (and I am not referring here to slang), you are in good shape.<\/li>\n
  2. It must be conversational. It is not an advertising theme or slogan; it is a conversational answer to, “What do you do?”<\/li>\n
  3. It must create some attraction on the part of the other person. It should make people want to talk with you, be with you, learn from you.<\/li>\n
  4. It must have a dream focus. If it helps the prospect see the future as better than the present in any way, you have a dream focus.<\/li>\n
  5. It must contain the what and the who. It defines outcomes and who would be served by working with you or buying from you.<\/li>\n
  6. It must have a dual focus. Create a two-part statement that has two outcomes and you will thereby appeal to a wider audience.<\/li>\n
  7. It must have repeatability. This may be the hardest one to accomplish, but if you can get other people to be able to repeat it – watch your referrals soar.<\/li>\n<\/ol>\n

    A few tips to consider:<\/p>\n

      \n
    1. Use the words work with.<\/li>\n
    2. Use the word want.<\/li>\n
    3. Use one and in your statement.<\/li>\n
    4. Use three- to five-word outcomes.<\/li>\n
    5. Use descriptors that help the person relate what you do to their circumstances.<\/li>\n<\/ol>\n

      A few ways to use a defining statement:<\/p>\n

        \n
      1. Introduce yourself with it when appropriate.<\/li>\n
      2. Use it in your telemarketing efforts.<\/li>\n
      3. Turn it into a headline for a brochure.<\/li>\n
      4. Use it on the home page for your website.<\/li>\n
      5. Use it on your voice mail message.<\/li>\n
      6. Put it on your fax cover sheet.<\/li>\n
      7. Write articles built around it.<\/li>\n
      8. Order promotional gifts and give-aways with it printed or engraved on them.<\/li>\n<\/ol>\n

        I’ll give you mine as an example. “I am in the business of helping organizations increase their sales and improving their management effectiveness, focus and direction.”<\/p>\n","protected":false},"excerpt":{"rendered":"

        Words of wisdom for this week. “Self-reverence, self-knowledge, self-control – these three alone lead to success.” – Tennyson Do you have a defining statement when people ask you what you do? A defining statement is a very specific and precise elevator statement. It combines all of the necessary ingredients so that when a prospect walks …<\/p>\n

        Sales Tips – Defining statements<\/span> Read More \u00bb<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":""},"categories":[9],"tags":[84,52,64,83,6,1153],"yoast_head":"\nSales Tips - Defining statements - Words of Wisdom<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/sales-tips-defining-statements\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tips - Defining statements - Words of Wisdom\" \/>\n<meta property=\"og:description\" content=\"Words of wisdom for this week. “Self-reverence, self-knowledge, self-control – these three alone lead to success.” – Tennyson Do you have a defining statement when people ask you what you do? 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