Some Sales Words Beg For Rejection, Says Top Telemarketing Speaker & Customer Service Speaker
January 18th, 2010
I come from a long line of communicators, salespeople, entrepreneurs, and even one telegraph operator.
All of them took language very seriously, and if you look at how they did in their careers, it worked out pretty well for them.
With this legacy in mind, please pardon me if I also show sensitivity to the impact of language. It’s in my genes!
I suppose, if you want to be a word-nerd, it doesn’t hurt having a Ph.D. from the Annenberg School For Communication, at USC. (Occasionally, it can even get you some football tickets!)
Anyway, I’ve had such great responses to my articles about wimpy versus winning sales language that I thought I’d treat you to more examples of sales words to use and to avoid.
Typically, it is good sense to avoid using these weak-at-the-knees, trembling, weasel words and phrases:
“I’d like to…” My thought: “Who care what YOU’D like?”
“Perhaps…” My thought: “Or perhaps, NOT!”
Possibly… My thought: “Anything is possible, except selling me with that word!”
Maybe… My thought: “You weak-kneed noodle!”
Do you have a minute to talk? My thought: “If I say yes, I’m buying a pig in a poke!”
I’m not interrupting anything, am I? My thought : “No chance of that; I’m always fooling around!”
Substitute the following positive terms and combinations:
“What I’ll do…”
“What we’ll do is…”
“What we do…”
“What we’re doing is…”
“I’m sure you’ll find…”
“Definitely…”
“Certainly…”
“This will just take a second…”
I’m a strong believer in the “Try it, you’ll like it!” approach to selling, and so I encourage you to put these improved words to use, every day, in your presentations.
And then tell me how you do, okay?
Dr. Gary S. Goodman is the #1 ranked telemarketing speaker and #1 ranked customer service speaker at Google, and a distinguished, sought-after sales speaker, negotiation speaker, and attorney. He is a frequent TV and radio commentator and the best-selling author of 12 books and more than 1,700 articles that appear in 25,000 publications. President of Customersatisfaction.com, Gary conducts seminars and speaks at convention programs around the world. His new audio program is Nightingale-Conant’s “Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing.” His web site is: http://www.customersatisfaction.com, and professional speaking, seminar, and consulting invitations can be addressed to:gary@customersatisfaction.com. ==========
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