I don’t know if your mother ever told you to watch your language, but it’s good advice for us all.
The words that come out of our mouths reflect our worldview, past, present and future. We should choose them carefully.
When I listen to salespeople tell me about what they would like to accomplish, I hear the many different ways that people express their hopes and desires for the future.
Some people are "kinda" "sorta" "thinking about" one possibility or another. Their language reflects ambiguity and lack of commitment. How likely is their desired outcome? Not very. They don’t even seem sure that they really want it anyway.
Others speak with certainty. I hear them say "I will" a lot. They may not know exactly how or when they’ll arrive at their destination, but they are certain they’ll get there. Their choice of words reflects the mental commitment they’ve already made to achieving a goal, which is often half the battle.
Cheryl Richardson writes about this topic in her book, "Stand Up For Your Life:"
"Do the words and phrases you use command respect and attention, or do they minimize your power and sense of self-worth?"
She points out the phrase "I’ll try" as one people use to keep expectations low or buy time. Rather than "trying" why not commit outright? The next time you find yourself wavering or hoping, make a decision or commitment instead. Instead of putting your energy into making up your mind, put your energy into achieving your goal.
Consider the difference between "I’ll try close to close them" and "I will close those sales." Say the former aloud to your sales manager and you’re already letting yourself off the hook in case it doesn’t happen.
"I will close that sale." Who is accountable and committed now?
This principle also applies to the way we ask questions of others. Do you ask your prospects "if possible" when they "might" "perhaps" do something? Or do you ask simply, plainly, if they will? When you ask for a definitive answer or commitment, there is a greater likelihood you’ll hear the dreaded "No."
Salespeople practice the art of listening to their customers. If you listened to yourself for a day, what would you learn?
Lisa McCallister specializes in recruiting for medical device sales and marketing positions with an operating room focus, such as orthopedics, electrosurgery, endoscopy and a wide range of surgical specialties. She has recruited two Rookie of the Year award winners. Connect with her on LinkedIn or check out her blog, MyJobScope.com.
