The Words That Are Ruining Your Sales Career
Okay. This is a particularly passionate one from me – I was going to do it in a video, though it’s probably lucky that my video software is having technical difficulties at the moment because my energy on this may very well have broken a screen.
After working one-on-one with hundreds of sales people, I’ve come to get an inkling when they’re in trouble. It all starts with the role play (yes, I am a role play advocate – more on that another time). There is one sure sign that tips me off that they are headed on a downward spiral.
I start to hear some of the following words and phrases:
Basically…
Just quickly…
If it’s okay I’ll just run through…
I won’t take long…
Sorry…
I don’t mean to take up much of your time …
I’ll try to...
Hopefully we can help you...
My apologies for disturbing you...
Now, don’t get me wrong. Sometimes, in very specific contexts, some of these phrases may be relevant... more often than not though, these are the filler words that start to sneak in when we are starting to lose our confidence.
Apologizing for giving a sales presentation? Assuring a customer that you won’t take up too much of their time? That says to me that you don’t think your presentation is going to be of much value for this person. Why should they see value if you don’t?
Now, if you find yourself starting to trip down this long staircase to insecurity, before you start falling entirely, it’s time to catch yourself. There are a lot of things we can do to bring that confidence back, and here are a couple to get you started:
Remember: You are bringing value to this person. This is not something to be apologetic about. Think about the last time someone was truly, truly grateful to have your product or services. Channel that with the next one.
And, while you’re at it, make a conscious effort to use these phrases:
I can
I will
I’m going to help you
You’re welcome
Remember, as Aristotle said: ‘We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.’ Keep those habits positive: the kind of language you use matters, and the difference between ‘I’ll try’ and ‘I will’ can be the difference between success and failure.
Make Today the Day,
Sonia
This blog post was originally posted on my training website, Statusone.com.au, on Jan 21, 2017. I have since been moving some of my favourite blog posts from there over to here, as this is now my ‘content hub’ and I want you to have access to some of the cool stuff I’ve written about before. You can still check out the Status One site if you’re interested in corporate training if you want. Also, don’t forget to sign up for the newsletter below for updates and weekly exclusive content.