We did a role play the other day in one of our clients. I was looking for language (the words sales people used). After the exercise, the group got into a heated discussion about the language of the new selling philosophy. We then made a list of the words of Selling in the 1900’s. And compared that to selling of the 2000’s.

Read these and check out your language. The language of the 2000’s is empowering language that will keep you in control of the sales process.

The Old Language
 What do I need to do to get your business?
 Here is what this product does.
 Is there any way I could get a meeting with him?
 I really need to see you.
 Here’s what we do…
 How much do you want to pay?
 I’m so excited to be here and to tell you what we have.
 I think I can beat that price
 Features and Benefits (galore)

The New Language
 I’m not sure I can help
 Regardless of what the product does, what are your objectives?
 What kind of cash flow are you expecting?
 What are you hoping the Return on Investment to be?
 Have you done a financial impact study?
 How does this fit with your customers?
 Who else cares about getting the problem solved?
 Why wouldn’t you just keep using the same vendor?
 Let me share with you how our process works

Hope this helps you take stock of your language in your sales process. Check with your manager (or someone around you) to see what they hear.

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