When I launched the Winning Words sales strategy 32 years ago, little did I know this program would take me on a global adventure spanning six continents. Today, thousands of organizations and small businesses have implemented the Winning Words approach into their sales model with great success.

This unique approach to sales was created to provide salespeople with a customer-centered and service-based communication method. We believe that authenticity is critical to building strong customer relationships. For this reason all of our strategies and techniques focus on using customer-friendly, service-based language. Our words do matter, and the intention of those words is also important in shaping the customers' perception.

Our Belief

These two words are a part of The "O" Grid, which is one of the grids featured in our Grid Square Communication program. This powerful thought starter allows you to make compelling statements constructed and designed to reduce customer fears and replace them with customer confidence.

How It Works

Price-related objection: "I'm not sure I can afford your product."

Price-related response: "Our belief is that all of our customers deserve a complete explanation of all the financial information so they can make a decision with facts in hand. Can you see some value in that?"

Service-related question: "What type of service can I expect if I purchase your product?"

Service-related response: "Our belief is that all of our customers deserve award-winning service that always meets their expectations. Can you see some value in that?"

Time-related objection: "We just started looking and will not be buying anything today."

Time-related response: "Our belief is we should provide you all the information you need and answer all your questions so that when you are ready to buy, you will consider us. Can you see some value in that?"

How Do You Apply It?

The process is simple. The key is to highlight the value you see in your product and service. Simply write value statements that begin with the phrase "Our Belief." The statements could relate to any range of topics including:

• Product Quality
• Customer Service
• Product Warranty
• Pricing
• Finance Options
• Follow Up Commitments
• Company Values

Take the time to craft "Our Belief" statements that highlight the value of your product or service. Once those are written, set aside time to practice, drill, and rehearse each statement until you can deliver them flawlessly. When you have them mastered, integrate them into your customer conversations.

Our belief is the use of this approach will greatly enhance your performance and results.

Make a difference today.