Tag Archives: training

10 Things a Good Salesperson Should Never Say and Why.

Attention all salespeople stop saying that!Let’s face it, as salespeople, we know there are some things we should never say. However, It seems like no matter how often sales managers say it there are some phrases salespeople will simply NOT stop

using. I am going to break my usual professional tone and share some insight as to what I (and your clients) hear when you use these lame cliché lines.  

(Updated) I originally wrote this post in July of 2007 and am updating it 10 years later. The reason I did this is because this is still one of my highest traffic blog posts of all time. I didn’t change much, but some of my thoughts have changed and developed over time. Additionally, the post was just a bit dated and needed a bit of freshening up to remain relevant. I hope you enjoy this new updated version. 

The Ultimate List of What a Salesmen Should Not Say

1.     I was just in the area and thought I’d drop by. 

Are you serious! The professional I am trusting to help me with my important issue has nothing better in the world to do right now than just “drop by” to see me for no reason?  I’m busy, my calendar is packed and I do not have time for unscheduled visits that do not have a clear agenda. If you are not doing business with me already I am probably thinking who is this guy? Why is he here and how do I get rid of him as quickly and politely as possible. Unless we really are buddies, don’t just drop by unless you are only planning to leave something (like delicious doughnuts) with my secretary. Trust me; she already knows to tell you I am in a meeting and that I will call you back later. If I really am expecting something from you, she knows that too. Don’t try to fool her. She is smart, deals with several other people just like you every day, and she hates people trying to trick her!

Unless you are bringing me something delicious don't just ''drop by'' my office. #sales Click To Tweet

2.      Have you got a minute to talk?

No, I don’t! I am busy, and I have 100 other things I could be doing right now. As soon as I say no, where are you in this conversation? In my opinion, I think you are better off trying to engage me quickly than to give me the easy out and slit your own throat. If I am too busy to talk believe me I WILL let you know.

Never start a sales call with ''Do you have a minute to talk?'' Click To Tweet

3.      I’ll try.

I really hate this one. I only want to know what you can or will do not what you will TRY to do. If you are not confident enough to say you can do it, do not mention it to me yet. I would rather hear, give me X hours to do some research on that and I’ll get back to you with what I can do. I’ll respect your honesty and willingness to do research. I’ll try is a cop-out, not a commitment.

''Do or do not. There is no try.'' -Yoda Commit fully don't be wishy-washy. #sales Click To Tweet

4.      I’m really not sure.

The uncommitted salespersonSee the picture here? That is what you look like to me when you say I’m not sure, might, or maybe. Again, your default answer is “give me X hours or days to do some research and I’ll get back to you. This answer tells me you do not know the answer, but you are taking my concern or issue seriously and want to help. I am really not sure is not the answer of the confident professional.

5.      It’s not my fault.

Never say it's not my faultLike it or not you are most likely my only contact in your company outside of accounting or billing. That means everything that goes wrong is your fault to some degree. Even if it isn’t, it is still your issue to fix if you are planning to keep my business. The best way to deal with this is to sincerely apologize and take the serious and immediate corrective action as soon as possible. More importantly, let me know what it is you are doing to fix it, and how you will prevent future issues of this nature.

6.      What would I have to do to get you started today?

Ever seen the movie Tin Men? Unless you want to sound like those guys avoid this phrase at all costs. This phrase screams “I am a slimy salesman!” and any rapport you have built with this client is eroding quickly from this point forward. If you were trying to act as a consultant and a problem solver up to this point you just u-turned and waved a red flag in front of me. Instead, use something softer like this. You: Are there any other issues or concerns we have not covered sufficiently? Client: No everything looks good. You: Great! Then the next step is to…Not only do you get a good trial close where you can uncover any last-minute hidden concerns, but you end up at the same place in two steps without using a cliché closing statement. 

Do not use over used cliché closing statements. Your clients have heard them before and they erode… Click To Tweet

7.      We are the lowest price in town.

You very well may be. However, I doubt this really how you want to try to compete. It does not take much effort to come up with a better value proposition than that. Additionally, it only takes a little effort for me as a competing salesperson who sells value to explain to your customer why paying a bit more for my product is worth it. Moreover, if I DO find a lower price, you are a liar now, and any trust you built is gone. My dad once told me when picking a service you had three choices; good, fast, or cheap. Pick any two, but recognize you will always sacrifice the third. Your job is to help your clients to understand this. Be sure to take a look at this article on why selling on price is never a good idea.  

Stop selling on price. Build value in your pitch. If low-cost is your exclusive value statement find… Click To Tweet

8.      Always and Never

Always and never are just plain bad. There is almost always an exception to every rule and my experience is whenever I use an absolute like always or never that exception pops up and embarrasses me. My general rule is to avoid absolute statements wherever possible. Use these sparingly if ever.

9.      What you need is…

Unless you are my Dad or a trusted friend, I think this phrase should be avoided. I don’t even use it during a proposal. If I call you with a problem, and we have been doing business for years, and you are intimately familiar with my issues it may be ok, otherwise, present me with options and let me pick. Even better is to layer questions in a way that I pick without you even directly asking me. Remember, I am the only one who knows what it is I need. A final thought on this: As a salesman, my favourite deals are the ones where I have layered questions in a way that the client tells me what they want to buy and I just say: Great, let’s get that started. 

10.  Trust me.

Trust me? I promise you I do not!If you feel the need to tell me this, I am starting to wonder why and will usually assume I shouldn’t. Trust is like love. It’s built over time and the only way to gain it is to earn it.  If you want me to trust you, be professional, follow-up on your commitments, and be real with me. Let me get to know you. Use small talk, chat me up about common interests, but never say: “Trust me”

Trust is like love. It’s built over time and the only way to gain it is to earn it Click To Tweet

Closing thoughts

I hope this list is useful to you. Selling is tough, it’s a world full of daily highs and lows. Beyond that, your paycheck is tied directly to your ability to sell. I know everyone has a list of things they hate to hear in a selling situation. I would love to see you share some of those thoughts and your experiences with some of these statements by leaving comments below.  

Further Study

I am a HUGE Brian Tracy fan and I highly recommend reading his book The Psychology of Selling. In this book, he is going to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.

Discussion

Tell me about a time a salesperson said one of the things on this list and how it made you feel. How could they have done better?

Alternatively, share with me a time you said something you know you shouldn’t have. How did it work out and how did you fix it?

My 2013 fitness plan!

survivormudrun
Kristi and I at Survivor Mud Run Seattle 2011

I have to admit over the last two years I have let myself go. The stress of corporate life and my doctorate along with some undiagnosed health issues really got the best of me and I ballooned up to nearly 280 pounds. I thought I carried it well until I had to buy a 3XL shirt! I nearly died! Last year I played a lot with food. I ate raw vegan, I ate vegetarian, and I ate a new way… Paleo.  For me this just works. I dropped about 30 pounds on the HCG diet with my doctor and have kept it off with the exception of a few holiday pounds. So here is the 2013 plan. As of right now I am on day 3 of a 21 day HCG cycle. I should lose another 18-25 pounds and I am REALLY excited about that! Then my birthday, a few weeks of paleo eating and another 21 day cycle. That should put me near 200 pounds and pretty close to where I was when I was married 13 years ago.

In the mean time I am also doing the 100 push-up, 200 sit-up, and 200 squat challenges and trying to get some good long walks in on the nice days. Starting in the spring when it warms up I’ll start my daily runs back up and I’m going to shoot for 250 burpees by the end of the summer. I’m also going to start doing some off-road running races, several mud runs and maybe an off-road sprint triathlon. I know it sounds like a lot of training, but it’s really not. I’m trying to keep it under 30 minutes a day and am only at about 15 minutes right now. as the weight comes down I’ll also pull out my pull up bar and kick off the 100 pull-up challenge plan.

I know that sounds like a lot of exercise, but the core of my health changes are really focused on quality paleo eating. In essence it’s the “cave man” diet. Ask yourself would a cave man eat this? and if the answer is no… skip it. I eat all the fresh vegetables, fruit, and organic grass fed meat I want. No counting calories no real rules to follow other than avoid grains and dairy. At first this sounds very restrictive, but I can assure you I enjoy eating this way better than the crap I used to eat. Tonight we had lemon garlic roasted chicken, raw carrots, fresh strawberries, and a spinach salad. For me there is a LOT to get excited about there! I’ll be writing more about paleo eating in the coming weeks and sharing some recipes. If you want one to get you started try out these awesome gluten free, high protein paleo pancakes! 

I’m only a few days into this, but I feel great and I will keep everyone posted on my progress.

Spoiler alert… I’m considering a late fall marathon. 🙂

What are your fitness goals for 2013?

My current training plan… A long overdue update.

 

One of the difficult things about writing a blog about running every day is getting the time to write consistently. I promise I’m working on that!

A lot has happened since my last update so I’ll share just a bit.  So far I have run a minimum of one mile every day since the 9th of April 2011. My current total mileage is 178.28 miles! Not bad for 3 1/2 months! In that time I have lost about 20 pounds, but more importantly, my body shape has been changing a lot. When I started I was in size 48 pants and 2 days ago I was able to get into a pair of 38’s something that has not happened in a LONG time! Just a healthy reminder that it is not ALL about weight loss, but more importantly how you look and feel and I look MUCH healthier and feel GREAT!  I ran in my second obstacle race last weekend: The Warrior Dash (Race Report to follow) and am now weight lifting as part of my training plan.

A lot of people have asked me why I keep my mileage so low… my first response is usually something like: “How many miles did you run this week?” or Most people do not consider 10-15 miles per week to be low mileage. The truth is for someone who has only been running for a bit over 3 months a 15+ mile week is a BIG week and at this stage of my running career, we are putting in base miles. Basically, I am building up the joints and muscles for harder training to come by taking it slow and easy right now. I have managed to stay healthy and injury free up to this point because I am VERY careful and listen to my body and what it is telling me. MY body takes this level of mileage fairly easily at this point, but I am staying here because I have added some weight training to my plan to help me in my obstacle racing, to build strength, and stay injury free.

Here is my current plan:

My heavy days: 2-3x per week (By feel if I am too sore or tired I skip one weight session)

My light days: 2-3x per week (Again by feel skipping a session if I am too sore or tired)

My heavy workout is obviously focused on developing whole body strength and power, while the light day is much more focused on core strength and cardio. The light day was also added because I noticed that a lot of the “easy” obstacles were really feats that required good cardio while working the entire body while taxed by running. Both workouts are short and designed to work the maximum volume of muscles in the minimum amount of time. I’d love to hear feedback from other runners and obstacle racers to learn what you are doing. My goal is to build strength and learn the basic lifts to get started in CrossFit. I am starting an 8-week cycle of this routine, at the end of this cycle I will meet up with my trainer again and adjust the exercises based on my the gains I have made and current needs. My big goal is to do a marathon this Fall, followed by Tough Mudder Seattle next year, and if I’m up for it a 50-mile race. 🙂 For more frequent updates make sure to like Running For 365 Days on Facebook!

 

Obstacle Racing ROCKS!

Survivor Mud Run with my Wife Kristi and we had a blast… So much that I think I found a new hobby! (click here for the Survivor Mud Run Seattle Race Report) I am REALLY excited about obstacle racing first because it is a HUGE challenge both physically and mentally, and second because it tests every aspect of your fitness. If you have never seen an obstacle race or mud run before this video will give you a little taste of what the Warrior Dash is all about:

If that doesn’t get you excited to work out and have a blast with a few good friends I don’t know what will! I’m also planning on doing them all in my Vibram Five Fingers, because after last weeks mud run I really feel like they offer a HUGE advantage in traction, ground feel, climbing ability, and weight when wet. Anyways, I am REALLY pumped up and excited about the upcoming race and am adding in some additional elements to my routine now including some body weight exercises, kettlebell swings, plyometrics, and weightlifting to help me drop more weight quicker and get over those BIG obstacles a bit quicker! Have you ever done a mud run or obstacle race? What was your experience like and how did you train?

Day 10 – Recovery run and a Smoothie Recipe!

Today was a short run only 1.33 miles… but I got to run with Sophia today and we had a LOT of fun. at about 1 mile Sophia stopped in a big field and picked a big bouquet of wild flowers for Krisy. I am really happy with how excited Sophia is to run with me most days. I hope that it will turn into a life long love of exercise (Or college scholarship!). The time we spend together is priceless and I am sure I will look back on it fondly when she is a teenager and too cool for me. 🙂

My left leg was a bit tight today, so we took it really easy from and speed and distance perspective. Nutritionally, I had a GREAT day. I had one of my Banana Smoothies for breakfast:

Brad’s Banana Smoothie Recipe

Lunch was leftover stir fry I made Saturday night followed by a fresh Juice made with apple, pineapple, carrot, celery, and cucumber with a handful of peanuts and Macadamia nuts. Dinner was a Morningstar Prime Griller and some leftover mac n’ cheese. Finally, for dessert, I had a small glass of fat-free milk and a Kashi oatmeal raisin flax cookie. Over all a GREAT eating day! I feel fantastic 10 days into this, but I need to make sure I take it easy and not to push too hard. A simple injury could kill the dream of running every day for a year.

Anyways, here are the details of today’s run: