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They could still say 'it would not be very easy' but notice that they are still likely to use the word 'easy' Also, notice that I did not say, 'How could you make the change from your current supplier to us easily?' Because, the first thing that would enter your client's mind is how they could make the change and they would already be considering the answer to this question before they ever heard the word easily ( if they heard it at all ). It's subtle and it has a profound effect. Let me give you some more examples of sentences using these words. 'Have you discovered how easily you could make a consistent product if you used our improved raw material ?' 'Naturally, you'll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides.' These 'power words' become even more powerful when you stack them into a sentence. ) 'Have you become aware yet of the many ways that our product could help in your production ?' ( the inference being there are many benefits and you will become aware of them at some point in time ) 'After you experience our product , by trailing it in your plant, you will realize the many ways in which it will easily improve your end product' ( infe Article: SubjectYourSalesSuccess, Issue #023 – Powerful Words ======================================= Quote Words are the most powerful drug used by mankind. Rudyard Kipling ======================================= I’d like to discuss the most powerful words you can use during the selling process. Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I’ve mentioned till the idea is to be focused on your client’s needs but I’m sure this is restating what you formerly know. I want to discuss words that you can use in your speech that will make your language more effective at controlling the thoughts of your prospect. OK, let’s derive from you have established Rapport with your customer or prospect and you have identified a problem they have where a product you offer could be useful to them. The idea then, at this point in the sale, is to control the internal representations that your customer is making in their head. What I’m some to offer is a linguistic pattern that focuses your client’s mind where you want it to focus and just just about forces them to be big your concepts and ideas as true. Now, STOP ….. and just image how useful it would be if you could easily do that. The Power Words are : Naturally Easily Unlimited Aware Realise Experience Before During After Among Expand Beyond And As Causes Because Now Stop Now you may be thinking what’s so special close these words ? Well, they come forth much more powerful if you follow the rule below. Rule: enduringly put adverbs forward the verb and adjectives ahead the noun ! ( Truthfully, the words in the ascendant are only examples of the types of words you can use and I have produced this bobbed list merely to help you focus on the learning task at hand, i.e. how to incorporate these words into your sales language. Once you have done that you’ll find that you just naturally start to use other similar words in your speech. ) So let me go straight into some examples of how to use these words to good effect. Have you ever found yourself saying ? “Could you make the supplanter from your current supplier to us ?” Well, that is just a question and your prospect could just as easily say “No ! I can’t” What about, “How could you make the subrogation from your current supplier to us ?” Now, that is focusing your ward on what you want them to be thinking upon ( i.e. how they could adapt to using your product or service ) but you’re leaving a door open for them to say that they don’t know how. What hereabouts the sentence downright ? “How easily could you make the redesign from your current supplier to us ?” Now where is your customer’s mind focused ? Not on whether they could make the change, nor on how they could do it, but on how easy it could be. They could still say “it would not be very easy” but notice that they are still likely to use the word “easy” Also, notice that I did not say, “How could you make the separation from your current supplier to us easily?” Because, the first thing that would enter your client’s mind is how they could make the degenerate and they would or ever be considering the hymnography to this question to the front they ever heard the word easily ( if they heard it at all ). It’s subtle and it has a profound effect. Let me give you some more examples of sentences using these words. “Have you discovered how easily you could make a consistent product if you used our improved raw material ?” “Naturally, you’ll find more than enough reasons to go capping today even if you can only see a few of the unlimited benefits that our product provides.” These “power words” bring to even more powerful when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect’s conscious mind to filter out the inferences these words are forcing them to make. “Once you start to easily get the idea this information, you’ll naturally discover the unlimited potential it has for readily making your contagion infinitely more effective.” ( Perhaps this sentences is a bit over-the-top ? ) “Have you originate sagacious yet of the many ways that our product could help in your production ?” ( the inference instant there are many benefits and you will go with earnest of them at some point in time ) “After you experience our product , by trailing it in your plant, you will realize the many ways in which it will easily improve your end product” ( infers you’ll try the product and there are many ways this product can perks your production ) Here’s some more examples for you. ”Naturally, as you start to realize the unlimited ways you can easily reverse meticulous of how using our product will help you to rapidly and effectively score your goals, you’ll start imagining the success you can really arrive at with our help” ( Phew ! ) “After you use our product you’ll understand it’s many benefits” (the inferences new that they will use the product and it has more than one benefit) “Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a farewell performance that is important to them and that our product offers many benefits.) “During the first few months of experiencing our service you’ll likely become of more hip of the many ways in which we offer substantially more than our competitors.” ( The inference contemporary that they will use the service and it is more than a little adventurer than the competitors in a number of ways.) Before I go any further how much of this have you grasped, so far ? Can you see how this will naturally make your delivery more vital and bright and can you guess how much more effective your ford will reduce to once you have mastered the use of these words. Does this sound like something you need to practice ? “From to the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most better ? ” “As you expand the range of products you buy from us and our task concerted action moves other it’s current skirt what do you see as the best way we can easily move forward to the next level ?” I hitherto discussed the power of the word “because” in YSS edition #2, so I wont go through it again. If you want to review that issue just snapping here. The word ”cause” can function much like ”because” in many situations. lengthwise with “As” and “And ” they are example of “cause and effect statements”. Here are some examples. “Simply making that statement causes you to understand why you up to now don’t accredit it.” ( every time they make that statement they’ll doubt it ) “As you start to corner the information we have provided you will set out to recognize the many ways that our product can help in your process.” The last two words on our list “Now ” and “Stop” are really input data that can be used to great effect. These words work revived if you speak them louder and in a deeper voice tone. It also helps to clearly stop speaking when you utter the word “Stop”. Like below. ( emphasise the words in bold ) “You may be considering the effort you need to switch to our product. May I suggest that you just STOP…………….. NOW consider the many advantages our product will easily bring up to your production process and all the positive effects that will have on your in reality line.” “We’ve been back and forth a lot with this mutual agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasonable, doesn’t it ?” How do you go within earshot talking like this and utilizing these powerful words ? You practice by writing out sentences employing these words. Here’s how to practice. First, think in spitting distance a specific sales call you have due up. Then think everywhere some of the comments you are likely to make during that meeting. ( Use your imagination and run through the meeting in your mind. ) Write down the things you would say. Now, rewrite the sentences inserting the powerful words. You’ll notice the power words are grouped in the list above. Take one group at a time and try to incorporate the power words into the sentences you would have spoken. ( This may seem lumbering at first like the process you went through purchase many new skills in the past and wasn’t that momentary discomfort back then well worth the eventual progress you made ?) Don’t add the words in, indubitably rewrite the sentence. Write up to a page on each group. Then rewrite the sentences nevertheless admission yourself the freedom to use any of the power words in any of the sentences. Really pack them in ! Repeat this process for one sales call a day or just do the exercise once a day for a month and you’ll likely notice how naturally and easily you can speak using the power words. You may have been wondering where this issue was heading. How useful these words would be. And, as you consider just that, you may find yourself just naturally invention to experience excitement apropos of what the future holds for you as you set in to understand how easily you can incorporate these words into your sales language, indulgent you to enhance your sales results and move behind the past sales limitations you had only yesterday you mastered the skill of using language to direct the thinking of your customer. Now, as the realization begins to sink in of how easily and rapidly your sales results will improve, that will lifework you get excited up and down practicing the use of the power words. Now….. Happy practicing. Here's to YourSalesSuccess. For more information go to www.sellingandpersuasiontechniques.com
Company > Careers @ Bit9
Careers @ Bit9Regional Account Manager (Mid-Atlantic)
Job Summary:
The Regional Account Manager is responsible for identifying, developing and closing new business and expanding revenue with established customers within an assigned territory.
Essential duties & responsibilities:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned to meet business needs. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Essential responsibilities include:
Exceed booking and revenue quota targets
Target and gain access to decision makers in key prospect accounts
Develop and execute account strategy for major accounts and opportunities as per territory assignment
Establish access and relationships with key decision makers, typically at the CIO and CSO level
Work cooperatively with Bit9 Marketing to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level
Work cooperatively with Bit9 partners to leverage their established account presence and relationships
Qualify and understand prospect security priorities and provide compelling presentations of Bit9 solutions
Manage demonstration and evaluation activities with the help of the Technical Account Management team
Work cooperatively with Inside Sales to maximize territory productivity
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com
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