You wouldn’t knowingly shoot yourself in the foot. Yet, inadvertently, that is what many sellers and presenters do in their meetings with clients when they use “waffle” language, words and phrases that undermine credibility. Do you use any of this “waffle” language? If you do, try the alternatives below.
Words Matter
- Just as in I just wanted to show you… I just want a few minutes of your time.That word minimizes your importance as well as the importance of whatever you are showing or the discussion time you seek. The solution is to eliminate the word altogether: I want to show
you… I want a few minutes of your time…
- Hopefully as in When we implement X, hopefully, it will solve the problem… Hopefully, we can get this done in under two weeks… Your listener does not want to have to cross his fingers to think he will get what he needs! Eliminate the word. When we implement X, it will solve the problem. We expect to get this done in under two weeks.
- If as in If we do this, it will cut costs by X… If you participate in this deal, you will get X… Be more positive. When we do this, it will cut costs by X… When you participate in this deal, you will get X..
Watch Your Language!
You can have great ideas, products or services, but when you communicate tentativeness or uncertainty, your buyers or listeners lose confidence in what they are hearing. There are many reasons to lose business or have your ideas rejected, but hedging phrases and waffle words should not be among them. Record yourself. Are you guilty of any of these tics? If so, work on eliminating them to be a more convincing, compelling seller and presenter.
Anne Miller
Words Matter – Make What You Say Pay!
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