It is what it is. Well, of course it is what it is. People say this when they have no way of offering something new. Or, they just want to end the conversation. It is what it is.
Think outside the box. When a fast food chain is speaking your language, it’s time to shelve it. How about, think outside the Tupperware?
At the end of the day. it’s night. Say that again and when I wake up, I discontinue all your items.
Granular. Shut up. When you are comparing your work to sand, you need to find a new line of work.
Hard Stop. We’ve got a hard stop December 21st, at 11:00 am. Well played, Mayans.
Customer-focused. As opposed to what? If you really are customer-focused, then talk about their actual needs, not how you’re so in tune with them.
Best in class. Don’t say it. Prove it!
Low-hanging fruit. As far as we’ve seen, this is the most overused phrase, and the one to stop using immediately. Use this and your future client will always be a prospect; wondering if you have any of your own creative juices.
Exceed expectations. If you use this you probably tell your peeps they should always under-promise and over-deliver. Two great ways to Heat Up Your Competitor’s Sales.
Under promise and over deliver. Is this something “Best in Class” would say?
Unique. Listen, you special snowflake, we’re all unique. But to convince your customer of that you need to tell them why.
Value-added. And his twin sister, Added-Value. You should provide value before you even have the appointment.
Expert/seasoned. Again, prove it. One doesn’t necessarily mean the other, and neither automatically equals the best option for the customer.
Can you sharpen your pencil? Sure I can; and take my daughter too.
Circle the wagons. You’ll be next on the gallows; meet the hangman, used to be your client.
Noodle it over-night. And the answer… is still no.
Missed opportunity. Your lack of follow up cost us the business
Full service organization. Perfect; can you wash the windshield and change the oil.
Hit the ground running: I’ve said this a couple times on interviews… Only one running is the hiring manager; away from me.
In sales… Only one running is the buyer; away from you.
Take it to the next level. You should already be there. How many of you have ever said, “I give 110%?” Help me understand how you can give 110%? There is only 100%. That is the best you’ve got.
“Set your objectives, hustle, and give your professional best.” ~ Mike Cooper, CSO, Sales Kitchen
Calling to touch base | Just checking in. Perfect; would you like two doubles or a king size? Where are three places you can ‘check in?” …hotels, airport gates and Four Square. The buyer probably wants you to check in to a long, one-way flight.
How should we handle this type of opportunity? For these two, we prefer using a form of, “following up….” Hi, this is Danielle, we talked last Thursday and I’m following up to remind you our meeting is next Tuesday, 10am, at Starbucks.
I was in the neighborhood. …and had some time to kill… blah, blah, blah. Never waste someone’s time just because you didn’t plan your day correctly. How should we handle this opportunity?
Again: just following up to see if you needed help building that bunker display of smoked sausage you authorized for the upcoming holiday weekend.
Clients like it when we follow up. Relentless follow up reminds them we are concerned with their success. Part of the superior customer service we provide.
How are you doing today? Are they going to tell us they feel like crap and want to go home? Your only response to that better be, “Sorry you feel like crap. I’ll come back later.”
You’re wrong. The customer is always right. We prefer to say the information we have contradicts your facts; let’s try to determine the real truth.
Here’s what I’m gonna’ do. “Let’s Make a Deal” was cancelled for a reason.
To be honest. I’ve been lying to you up ‘til now. Your prospect will wonder what is the real truth; no sale.
Calm down. Shut up. This is not a Bruce Willis movie. This is the customer.
I can’t. (fail… you did)
It won’t work. Negative vibes will kill a sale faster than a blink of an eye.
Can I get your signature? NEVER ask a yes/no question.
Trust me!
Stay away from these phrases and focus on making the presentation so compelling, the customer is buying long before you get to the close. Trust me.
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