We know about new Covid variants deadly to our health. I just noticed a new speaking variant that can be just as deadly to your sales. Vax yourself against this at the first sign of use!
A Real Sales Killer
Generally, when someone asks a question or raises an objection and you either want some time to think, or you need more information before you can answer, or you want to defuse any emotion you hear behind the question, responding with, “Yeah, that,” just doesn’t cut it.
It is a sales-killer right up there with non-words like “right,” “you know,” and “like.” All these verbal tics
- Make you sound unprofessional
- Hint at the possibility of a problem with your service
- Undermine your credibility, authority, and trustworthiness
Save Yourself
There are better options. In the question/objection situations above, choose from any of these much healthier responses:
- “Interesting that you say that.” Can you tell me what is behind your thinking on that?
- “I hear you.” Tell me more about that.
- “Yes, clients frequently ask that.” This is how we handle that…
- “You clearly feel strongly about this.” May I ask why?
- “That is definitely an important issue.” What we do is…
- “Let me ask you a question about that.” How…?”
- “Sounds like you had a bad experience with X.” Can you tell me more about that?
Just as we are all getting vaccinated against Covid, if you find that you have picked up the new sales variant tic, “Yeah that,” in response to a question or objection, “vax” it out of your sales vocabulary immediately!
Anne Miller
Words Matter – Make What You Say Pay!
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And, if you need sales polishing, refreshing, or coaching, reach out to me at amiller@annemiller.com