Do you ever find yourself speaking in the corporate language of your company, confusing your prospect and not getting through to close the sale? That, according to the Hartford, is because you are speaking “corporate” and they are speaking “everyday”, and may find your superficiality annoying if not just plain “cocky”.
Here are some words that you may want to avoid altogether:
- 30,000- foot view– of course you know that this is an executive overview, it sounds like you are soaking down to the other person
- Analysis paralysis– over thinking the problem sometimes leads to doing nothing. The only person who understands this phrase is you; the other person could be thinking out what it really means and not moving while thinking.
- Bandwidth– yes, you know that this means capacity to handle more work or get a project done. However, in selling you are speaking like a geek. Don’t say it any more,
- Big boy pants– there are many versions to this, all sound stupid and trite. I hate this expression, it makes me feel foolish.
- Bucket– the obvious is that you have a place to put things. However, in sales it means separating out the issues into individual areas of concern. Boring!
- Circle back– yes, it is a good idea to get together again. Why not just say that, you do not work for a spy agency, or do you?
- Deep Dive– going further into an issue is good for you and the prospect. How deep do you want to go, maybe “into the weeds”, another phrase to avoid!
- Elephant in the room– frankly it stinks. Uses a freshener to remove it by bring the topic to the surface immediately.
- Face time– this is the act of speaking to someone in person. Almost no one would rather do this, it seems that any devise is better, but it does not always help the sale.
- Drink the Kool aid– if you do not know the actual story of where this came from come, I suggest you Google it now!
Avoid the phrases that make you sound like a person who has “a lot on my plate.”
Good selling to all.
To get more information about Steve Schiffman contact him at 212 836 4719 or email him at firstname.lastname@example.org or go to the web site www.steveschiffman.com.