Thursday, May 29, 2008

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.

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.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to

No comments:

Legal Stuff

CNE is a registered tradmark of Negotiation Expertise,LLC Your Professional Development and the information contained in/om , www, is the sole property of Jeffrey Stanton. the information contained is opinion only and should not me taken as legal or profesional advice. This website may not be duplicated whole or in part with out written permission.
This Site is not affilated with any othe web site and my contain links to outside web sites and is not responsible for other web sites content.

Certain statements contained on this blog may be deemed to be forward-looking statements within the meaning of the federal securities laws. The words “anticipate,” “believe,” “estimate,” “expect,” “project,” “plan,” “forecast,” “intend,” “goal,” “target,” and similar expressions identify forward-looking statements that are inherently subject to risks and uncertainties, many of which cannot be predicted or quantified. Actual results and the timing of certain events could differ materially from those projected in or contemplated by the forward-looking statements due to a number of factors, including, the effect of economic and market conditions including industry volumes and margins; the level and volatility of interst rates; the Company’s hedging strategies, hedge effectiveness and asset and liability management; the accuracy of subjective estimates used in determining the fair value of financial assets ; the credit risks with respect to our loans and other financial assets; the actions undertaken by both current and potential new competitors; the availability of funds from lenders and from loan sales and securitizations to fund mortgage loan originations and portfolio investmetns; the execution of growth plans and ability to gain market share in a significant market transition; the impact of disruptions triggered by natural disasters; the impact of current, pending or future legislation, regulations or litigation. The statements here are not offeres to extend credit as defined by Regulation Z. Rates, Programs, & Availability of Credit is subject to change

Jeffrey S Stanton
DRE ID # 01865119