Friday, July 18, 2014

8 Words and Phrases That Are Now an Inherent Part of My Vocabulary

Before I became a sales person, these words hardly ever -- or even never -- came out of my mouth:

"Cadence" - Refers to a rhythmical cycle of the sales process. Calls and emails to prospects should happen regularly, and proper cadence can establish a flow for closing deals.

"Follow Up" - Following up refers to the tried and true "just checking in" approach, and it can also be used to set the stage for another conversation. See also "Circle Back" and "Touch Base."

"Next Steps" - One should always be thinking about what the next step will be -- even if it's just a follow up. Ideally, the next step will get you one step closer to that contract.

"Go Forward" - Similar to "Next Steps", this one can be used to push the momentum of a deal.

"Scalability" - This isn't even a real word, but EVERYONE in the C-Suite loves to use it. To use it in a sentence, "Why, yes, our solution can meet scalability requirements to increase your returns on an exponential scale!"

"ROI" - Apparently this is all you need to prove to get a signature.




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