Selling is Stuck

by Chris Arlen on September 7, 2011

Print Friendly and PDF

Selling is stuckThe words used by sales reps show that selling is stuck in the 1960’s with I Love Lucy and fender fins.

The words we choose dictate how we see, feel and behave. Here’s proof.

“The people you want to sell to are…

  • Prospects
  • Suspects
  • Leads

These words describe objects that sales reps want to:

  • Probe
  • Overcome
  • Close

Flash Forward – 2011

Buyers as not sales suspects

  • How would you feel if you were considered a “suspect”?
  • I’ll bet you shudder at the thought of a sales rep “probing” you
  • Whenever I’ve had anything “close” on me it was always painful

The New Sales Lexicon

BUYER:

  • Buyers buy for their customers
  • Buyers are not prospects, suspects, or leads – they are humans
  • They may not buy 24/7 – they buy when they’re ready

SELLER:

  • Sellers exist because there are buyers
  • Sellers do not probe, overcome, or close – they are humans too
  • Sellers help buyers make better buys

Can You Give Up “I Love Lucy”?

  • Can you give up sales terms that objectify people?
  • Can you give up words that describe a world that never was?
  • Would this help you sell more successfully?

If you enjoyed this article, get email updates (it's free).


(We respect your privacy.)

{ 0 comments… add one now }

Previous post:

Next post: