You use it, don’t even deny it. It’s second nature to you, me and everyone in our community. It’s the lingua franca of our time. Call it our very own terms of endearment.

As sales people, we have our own sales vocabulary. It doesn’t matter what you sell, you find yourself using some standard words and terms over and over again because you’ve become very comfortable with them. I’m guilty as charged!

I remember when I used to sell technology solutions, the terms I used the most were:

    • It’s robust!
    • It’s dynamic!
    • It’s scalable!

I must have worn out these words and I can’t believe I put my buyers through that horrible process.

Watch the video here to see what I’m talking about –

Time to Take out the Trash!

We’ve all been accustomed to the comfortable and familiar for so long. So now we’re on social media thinking we can sound and sell in the same way. News flash: you can’t! I mean, you can but chances are it won’t work.

So let’s leave the old school vernacular at the door. It really doesn’t make any sense to incorporate something that doesn’t convey authenticity to a buyer. And that’s what matters right? Buyers are sick and tired of meeting with sales professionals who all look and sound the same. What’s the point of this? I would say it’s better to stand out and be the one person you know how to be…YOU!

What Should You Do?

I’m telling you, don’t over think this…just be you. It sounds too simple to be true but I can’t be any more frank with you. Sometimes we all get caught up with the complexity of something because we’re taught that simple things can’t work. Believe me, this is the place where simplicity rules.

Do you know what else rules? Transparency, candor, honesty and being genuine. These old school, archaic things aren’t just buzz words. They are perspectives and principles we should all live by in today’s sales world.

What Does The Buyer Think?

I don’t think we intentionally set out to NOT do any of the things clients hate. But, what we need to do more, what our success really depends on, is having the ability to put ourselves in the place of the buyer.

I don’t think most of us are doing this today. Ask yourself honestly if you truly understand what the buyer wants. I certainly don’t. So my focus is squarely on assisting the buyer through their buyer journey. I’m not smart enough to figure out what the buyer wants so instead of pushing a solution on them, I merely focus on what they ask for. And I let the work speak for itself.

The Bottom Line

Because we don’t know what the buyer really wants, we try to amaze them with our knowledge through buzz words. With social selling, we really shouldn’t be doing this. With social media, our focus has to go back to the basics.

Have questions on how to get started or even what to say? I’ve got a lot of free resources to help you. Contact me using the button below to have a quick conversation.

Amar Sheth


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Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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