‘7 Sales Terms Reps Should Stop Using ASAP’ – HubSpot
Michael Pici says, “In sales, your words have a huge impact. Case in point: Gordon Sinclair discovered his restaurant was losing $900,000 each year due to customers who made reservations and never showed up, so he instructed employees to change their response.
They previously told guests, “Please call us if you change your plans.”
Now they asked, “Will you please call us if you change your plans?”
Because this question required a verbal commitment, customers were less cavalier about canceling with no warning. Sinclair’s no-show rate decreased from 30% to 10%.
This example proves you should be deliberate about your word choice. If you truly want to embrace inbound selling (and the success that comes with it), replace these seven old-school sales terms with more buyer-friendly language.
1) “Lead”
Many teams uses “lead” to refer to potential buyers. However, calling people “leads” is dehumanizing. Let’s use terms that remind us sales is ultimately a conversation between two or more people”.
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