Remove your "buts" from your selling vocabulary

Dear Friends,

There are some TOXIC words that you should never use, especially in sales.
I go over all of the words you should never uses in our workshop, SkyRocket Your Sales: The 5 1/2 Step Sales Process. For those of you who have already attend the workshop, here is a refresher, and if you haven't attended yet, here is a preview, and today's tip:

Remove your "buts" from your selling vocabulary

I heard what you said, but...
I know what you mean, but...
I agree with you, but...
That's one way to do it, but...
Yes, that's a good product, but...
Honey those jeans do look good on you, but...

Whenever we use the word BUT we really mean DISREGARD WHAT I JUST SAID so I can say what I really mean!

We often don't recognize when and how often we use the but word. And rarely do we so overtly tell another "I'm right and you're wrong," especially in a selling situation. We use the but word instead.

Try this...
I heard what you said, and I don't see it the same way.

I know what you mean and I really don't agree.

I agree with you and I have another thought as well.

That's one way to do it and I might do it this way.

Yes, that's a good product and I know of a manufacturer who makes the same product.

Honey, those jeans do look good on you and I really like the pair you wore yesterday.

You get the point.
It's simple.
It requires practice.
It's subtle.
It's got to be real.
I'm not saying don't use the but word. It has it's place.
What I am saying is use it less in your selling vocabulary.

The process of and is a building word. It takes the stance of "collaborative" instead of "competitive."

All working or selling relationships have 4 primary stances.
Combative
Competitive
Cooperative
Collaborative

These 4 primary peer stances are evident in the workplace and selling place. For now, suffice to say, that COLLABORATIVE is the highest form and the one most likely to produce a WIN-WIN relationship.

Using the and word instead of the but word resemble the collaborative, synergistic and healthy relationship between you and another.

Practice using the AND word by replacing the BUT word for one week and notice the difference yourself.

Effective business strategies is a process of often seemingly insignificant changes in your DEEDS, DIALOG, and DATABASE that helps to shape perception and increase your refer-ability.

Thanks for spending 3 minutes with me.....
The best is yet to be!

On Your Team.
Jeffrey Stanton
Your Trusted Advisor For Life


One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

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