10/18/2004
Let's update meaning of the traditional sales-team terms
Colleen Stanley
The sales profession, like other professions, has its own lingo. Words such as trust, needs analysis and closing are frequently used in sales.
I have coined these "commodity words." They are used frequently, but often the accompanying actions reflect little value. Let's see if we can change the words to add value. Trust
How do you build trust? It starts with intent. If your intent on a sales call is to go in and "close the deal," you have lost sight of building trust. A prospect knows and senses your intention is self-centered: hitting your sales quota. It's similar to a surgeon meeting with a patient in hopes of getting another surgery on the calendar. Click here to read on.
Colleen Stanley is president
of SalesLeadership Inc. in Denver. Reach her
at cstanley@salesleadershipdevelopment.com or
303-708-1128.
