Category Archives: Inbound 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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WHATCHOO BUYING THAT THING FOR?

There are two ways of increasing the size of a particular order.

  1. INCREASING QUANTITIES (this is usually based on volume discounts)
  2. SELLING ADDITIONAL ITEMS

The second item is much easier than it seems  but a lot of folks do it wrong which results in the impression that it’s difficult.  This is human nature. If you try something and it doesn’t achieve the desired results, it must be an ineffective strategy.

In addition to being more effective, doing this right way demonstrates to the customer that you really are interested in him.  Remember the core principle of selling organically is to care about the customer.

Below are two scenarios – the first represents the most common Read the rest of this entry