Filler words in sales!

We've all been guilty of it.

But why do so many salespeople fall into this trap?

For one thing it can help fill silence, which for many people is uncomfortable. It's also habitual and a manifestation of nervous energy.

But it doesn't serve you.

Let's take the filler word 'perfect' which I've heard thousands of times during sales calls.

Without any exaggeration, over-use of it will make you sound salesy, nervous or subservient.

For much of the time it also doesn't make sense.

Example - a prospect unloads their problems, which by definition are quite far from perfect.

So to respond 'perfect' repeatedly is not only irrelevant but also irritating!It may have the effect of making your prospect feel like you're not paying attention & listening - as it's just not natural human speech.

Digging in, asking questions, seeking more clarity - this is what people do in normal conversation.

Listen to a C-level director speak - they rarely use filler words. They're self assured and have no use for them.

So the next time you feel yourself about to fall into the trap, go silent instead. It will feel strange at first & awkward, but you're retraining yourself in a sales setting and in time you'll feel much more centred & in control.

My filler word early on in my sales career was 'absolutely.' And every time I said it my manager at the time would kick me in the leg!He knew the power of silence...

Not that I would condone violence but he did quite literally kick it out of me!

What's your filler word?

#sales #words