Fillers and other sales problems

"Perfect"

"Brilliant"

"Awesome"

What do these words all have in common during a sales conversation?

They're 'filler' words.

They also indicate a distinct lack of listening as they are usually spoken completely out of context and make little sense.

They make you sound like a salesperson.

Example:

Prospect: "Yes - we've been having a few issues with our lead generation."

Salesperson: "Awesome."(*now I can product pitch...)

I've heard this type of language thousands of times - and it's such an odd non-natural response.

It usually comes from a place of nerves or from a self-serving mindset (or both).

High performing salespeople dig into the response:

Salesperson: "When you say a few issues, what exactly do you mean?"

Prospect: "Well when X happens it leads to Y."

Salesperson: "So let's explore X a little bit further, could you walk me through..."

Great salespeople dig, dig and keep on digging.

Average or low performers don't really give two hoots about the answers - they are more desperate to product pitch when they get so much as a glimmer of a problem.

That's when their commission-breath overpowers the prospect.

And that's when they get ghosted.

Really start to care about the answers you get, because this is where you can start to uncover the truth.

Become a relentless detective.

Build a complete picture of your prospect's world, so you can work out if you can help them and specifically what that might look like.

Stop thinking about yourself.

And listen with the intent of understanding.

P.S. If you are using too many fillers as outlined above, become aware of them, and replace with "OK".

It's much less salesy.