Are you using sales terminology that was created in the last century? Does your sales language reflect the professionalism that you must have today to resonate with prospects and customers?
What do you imagine your customers or prospects think when you tell them you want to ‘pitch’ them? How do you think they feel when you refer to the proposal you are presenting as a ‘deal’?
What does a prospect think when you call them and refer to them as a lead when they were simply requesting information?
Does the language you use reinforce in the minds of buyers and prospects that you are only looking for a sale? Or, do they appreciate someone who speaks to them as someone who is interested in their challenges, problem, or opportunities?
Today’s sales professionals use language that focuses on collaborating to find the right solution for their customers not on finding the best deal for themselves. They view requests for information as just that and do not consider the request to be a lead. They view it as an opportunity to answer questions and find appropriate solutions. And when the present their solution they never refer to it as a ‘pitch’.
There is a distinct difference in the mindset of a sales person who ‘pitches’ and of the sales professional who provides service, recommends solutions, and collaborates with his or her customers.
This is the second decade of the twenty-first century. Have you evolved? Or are you still out their ‘pitching’?
Harrison Greene is the founder of Unique Selling Systems and helps prepare sales people today for the Future of Sales tomorrow. He can be reached at 508-400-6193 or by email at firstname.lastname@example.org.