So often I see young inexperienced salespersons destroy a sale by using terminology that the customer doesn’t understand. When a young sales person does that it’s usually because they want to impress the customer or his or her co-workers. When an experienced sales person does this it is usually done with complete disdain for the prospect or the outcome of the sale.

The young person can be taught the importance of learning to talk on the level of the prospect. It is imperative to realize you must fight the urge to try and impress your prospect by talking OVER their heads. The prospect will be a lot more impressed with your sincerity…Oh, by the way in case you missed an earlier post SINCERITY is one of the 8 Basics of Success!

Try and relate this to a subject you know little or nothing about and having someone using professional terms to discuss this subject with you. Just because you know a tremendous amount about a particular product or subject I assure you the prospect really isn’t interested. Remember the most important thing in a sale is relationships not facts!

“The Specialist”