Here’s a microlearning on how not to diminish ourselves as salespeople.
In sales, confidence is key.
As professional salespeople, we should always put ourselves as the same level of authority as our clients; not above them and not below them.
By this I mean that our clients should look at as equal to the challenge of helping them solve whatever problem they are facing.
However, too many times as salespeople we unintentionally diminish ourselves.
Oftentimes we do this through poor word choice.
And when we do, we are no longer perceived by our client as being at their same level.
Here are some examples of words we use everyday that diminish us in front of our clients:
- “I’m “just” calling.” (“Just’ is a diminishing word. “Instead say the reason for your call and skip the preamble)
- I’m “trying” to reach you. (According to Yoda, “do or do not, there is no try.” “Try” is a diminishing word. Instead, use “I’m looking to reach you,” or “I’m reaching out to because.”) )
- I “wanted” to call (“Want” is a diminishing word and it also puts the focus of the call on you and not your client. Further, to keep your message feeling more uplifting and active, always communicate in present tense) )
- “I’m giving you a call” – (If you’re on the phone, they already know that you’re calling. Don’t wasted time stating the obvious) )
- I’m “sorry” I missed you (Why are you apologizing for looking to help someone. This is the ultimate diminishing of you and your offering) )
- I “hope” to treat you (“Hope” is not only a diminishing word, but it is also not a business strategy) )
- “Thank you” for taking my call (Why do you feel so inferior that you are thanking someone for making time for you. That is not how peers of equal stature communicate. However, it is how someone who is diminishing themselves does. )
How may of these weak word choices are you using in your everyday outreach to your prospects and clients?
I’m interested to learn your responses and to see what stronger language you can substitute to give your word choices more resonance and gravitas.
Good luck and good selling.
~Bob Greene
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