You Set the Tone – Be Bold!

I’m going to keep it short and sweet today because I have a ton to do; like laundry, getting my kids to the park, and trying to get all my files organized.

I was invited to a party recently, and I received a reminder a few days before via Evite, and the host said, “We totally understand if you can’t make it.” I thought to myself, “Now why in the WORLD would anyone ever say something like that?” Did she not really want me to come? Did she think I didn’t want to come? Did she invite too many people?

Here is my point. Too often, salespeople use apologetic or weak language, especially when prospecting for new business. And there is no more important time for you to be strong, confident and believe in your kick-ass-ability than when you are trying to land a big, new profitable fish that you can lay at your boss’ doorstep.

So pay close attention to the minute details of your language, speech and tone. You should be using phrases like:

  • I want…
  • I need…
  • I know that….
  • This is how I work…
  • This is what I do for companies like yours…
  • We should meet soon to discuss…
  • I have some time in my schedule next Tuesday to meet with you…

You should absolutely REMOVE the following from your speech:

  • I was wondering
  • I was hoping
  • I think
  • I feel

No one cares what you think. People respond to assertive language and behavior. So just try it, please.

Just kidding. DO IT.

Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.

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  • Mark Henry

    I want… I think… I know… My client doesn’t care about me, they care about the challenge we’re discussing and how my solution will alleviate that pain. While using "I" can create a powerful, active, even assertive statement talking about how "we" can deliver a solution, how "your" customer will benefit, how "the company’s" bottom line will improve shifts the power of the discussion from the solution to the result, putting the emphasis back on the client’s benefit – where it belongs.

  • Eduardo Araujo

    It’s great! I must to do that!