Category Archives: Executive Sales

Lose the Lingo: Talk to Clients in Humanspeak

Whatever your profession it is likely that you know more about it than your client/prospect.  In fact, that is probably one of the reason he chose you.  So when you’re speaking to him don’t speak to him in lingo – phrases that mean something to someone inside your industry but will not necessarily mean anything to a layman [laywoman] [layperson].

There are a few reasons why you need to speak human – not in professionalese.

  1. Many people will not know what you mean.
  2. If they have to constantly ask you to explain what you’re saying it can make them feel like they are deficient in some way.
  3. If they pretend they do understand and don’t ask, then they are not getting the message you are trying to deliver.
  4. It can make you look pompous and arrogant.  You are not speaking with them in order to show off how smart you are.

For the most part people would much rather have a salesperson say something like “Based on my understanding of your needs – this product will get it all done for you” as opposed to giving me a long dissertation on the inner workings of the product only to have the explanation end with “Based on my understanding of your needs – this product will get it all done for you.”

The caveat to this is that there are some personality types that want to know every gory detail. You’ll know who those folks are quickly when they keep asking detailed questions.


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Why B2B Sales People Should Be Working on Days Surrounding Holidays

If you’re a B2B sales person with even a modicum of experience you’ve learned that if you have a prospect or client that is tough to reach, a proven technique is to give them a call during off-hours.  Calling them early before their day hits full throttle or calling them after the end of the work day when they are less likely to be embroiled in the middle of a meeting or project give you greater odds of having a meaningful conversation.

If you do reach your contact, he will likely be impressed with your diligent follow up, which raises your credibility in the universe of sales people who are after him. If you don’t reach him – leave a voice mail.  He will still be impressed with your diligence.  You can’t really lose.

Same rule applies to the days just before and just after a holiday.This is one of the most successful sales techniques, in my experience.

While you may not reach your contact when you do this, you certainly won’t reach him if don’t.  As above, the odds are that he will make note of the fact that you are working when most people are not.

If you want to take it to the next level, just make a round of calls to your existing clients – just to wish them a happy holiday.

Some great times to reach out:

  • Mid-afternoon on the day before Thanksgiving
  • Late morning on the day after Thanksgiving
  • Christmas Eve
  • December 26
  • New Year’s Eve
  • January 2

I’m not advocating that you give up all your personal time and work 24/7.  I am far from being a workaholic.  I think it is counterproductive. Having a balanced life makes you much more successful at your job.  What I’m suggesting actually takes very little time.  The fact is that you won’t reach most of the people you call – but if you do, the contact may actually have the time to talk with you with fewer distractions.

So if you spend an hour on Black Friday making a few calls – go in an hour late on Monday.

This is about differentiation.  I doubt that your competitors are doing this.

Sorry! I’m Really Swamped!

So your spouse asks you on Monday morning if you can pick up the dry cleaning today. You say you will do it the next day as you are “really swamped and just don’t have the time.”


As you’re packing up your stuff to leave, you scan your email Inbox and notice a promo piece from a big electronics store with the subject line Selected Laptops 30% Off – Today Only.  You have been needing a new laptop for a while so you click the link in the email to see if there’s a suitable model.  You find one.  The normal price is $699 – on sale today only for $489.

You somehow manage to Read the rest of this entry

MAKE MORE MONEY BY INVERTING YOUR PHONE CALLS

I know the title may sound a little odd but it means exactly what it says.   The way most of us tend to make business calls is completely backwards in terms of productivity. This applies as much to other business calls – not just sales but I am specifically addressing sales calls here.  It will create happier clients which ultimately will earn you more money.


The good news is that it’s an easy fix.

When we first meet a client we put a great deal of effort into building a relationship which includes getting to know them as people – not just clients.  This is a good thing.  We learn things about each other such as hobbies, family and a host of other things.  They don’t necessarily become close friends but they do become more than strangers.

So in addition to business stuff our phone calls usually include some kind of non business chit-chat. You know, asking how they enjoyed their recent holiday trip – or they ask us about ours.

There’s nothing wrong with doing that. It helps Read the rest of this entry