Stop Hoping, Trying and Helping

Imagine you are checking into a hotel and the front desk clerks says, “We hope you enjoy your stay.” As if to really say, “We haven’t done anything special for you, even though we knew you’re staying with us. We just hope, by luck, you are satisfied.” Really!

How about we say, our goal is for you to enjoy your stay while you are visiting us. We have taken special care in preparing your room along with all the other amenities in the hotel. Please let us know if there is anything you need. Now that’s proactive!

Hoping is not making a commitment!

Or salespeople are saying, We’re trying to fix something, trying to sign-up more members, or trying to deliver a solution by a specific deadline. Remove trying and the sentence sounds like you are making a promise.

Trying is not making a commitment!

Here, let me help – assumes someone can’t do something without you. You are rescuing them. Saving them. You’re up here and their down here.

Let me take over, take control. This is the prospects greatest fear – losing control – and we deliver the nightmare – every day.

When its one-sided – Helping is not making a mutual commitment. Both need to commit. Working together

I’m Scott Plum with the Minnesota Sales Institute. Thanks for this time together. I look forward to our conversation.

7 Words to Remove From Your Sales Vocabulary

Will Rogers said, “You never have a second chance to make a first impression.”  Often salespeople can use one seemingly innocent word that immediately defines a conversation as a sales-pitch and triggers the defensive shields of suspicion in the prospect.  Words have meaning and we want to make sure the words we use as content accurately represent our desired intent.  Just as important, words hold different meanings and significance based on one’s past experiences.  If we use one of these “trigger” words, we could easily insult a prospect and devalue the service we provide.  Here are the 7 in no particular order: [Read more…]

Word Prohibition: The Results are IN!

The results are in from the discussion on “what words are you irritated to hear or avoid using when talking with others.”  There is a 4 way tie for first place.  The leaders are…Amazing, Like, Irregardless and Yes, but (when agreeing).

Thank you for your submissions.  And here are the all the words.  And the most active LinkedIn Groups are the ASTD–TCC chapter, Cretin-Derham Hall Alums and the Minnesota Sales Institute blog. [Read more…]

Word Prohibition – Introduction

Yesterday I alluded to a new discussion I’m proposing in my weekly email updates. I’m calling this discussion “Word Prohibition” as we submit and discuss ‘words’ that are used that have lost their meaning as they get overused, misused and abused.

Sometimes these are buzzwords that evolve and no longer define the original term. Perhaps these words have been diluted and devalued over time. As our communication becomes shorten to 140 characters, we may cheat words of their true meaning.

What words are you irritated to hear or avoid using when talking with others?