One Word Sales People Should Never Use


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What do you think the one word sales people should never use would be? There are some really insulting terms bandied around amongst sales guys.

Pied Piper with Children
But there’s one word which stands out as the worst. And you only have to read some of the garbage posted by the self proclaimed internet marketing gurus to see for yourselves.
The bald faced temerity of those guys is horrifying. It’s scary because they don’t care what intelligent people think. They’re fishing for pilgrims to take for a ride. They’re trying to make money by claiming to know secrets. Secrets they’ll pass on to you, for a price.

But this article isn’t about internet marketers. It’s about sales professionals and what they can learn about how not to do the job from the social media evangelists.

The word sales people should never use is ‘I’.

That’s where these jokers make their mistake. They think talking about themselves and their success creates excitement, and envy and aspiration. Pontificating about themselves, what they’ve learned, what they think, is some kind of Pied Piper leadership.

It doesn’t. It just makes them look like the shallow, self serving, egotistical, opportunists they really are.

And you’ll realise how annoying that is for buyers when you put yourself in their place, and read the crap turned out by the false prophets.

The sales process is never about the seller. It’s about the buyer. The conversation is always about You and never about I.

When it comes to delivery, customers understand sales people rarely do more than take the order. Somebody else looks after delivery and customer service. When the sales professional needs to describe how the customers wants will be met, the word is We, not I.

The sales pitch always has to be about what YOU will out of what We do.

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Republished with author's permission from original post.

Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.


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