"A man's character may be learned from the adjectives which he habitually uses in conversation."
Mark Twain
The adjectives you habitually use in conversation are powerful indicators of your character.
They reveal your perceptions, values, and attitudes, providing a window into who you are as an individual. By paying close attention to your language, you can not only understand yourself better but also enhance your communication and relationships with others.
Language choice becomes a window into your character.
What adjectives are you using when engaging in conversation with your clients?
I believe many in sales are not paying attention to the specific words they use. These words get spewed out automatically as you expect them to accurately convey a message.
Curious, have you ever given thought to how your clients feel with your messaging and communication?
Words matter and so does your messaging.
Mark Twain once observed that “the difference between the right word and the almost-right word is the difference between lightning and a lightning bug.”
In other words, he believed that effective writing and communication should illuminate ideas, much like how lightning illuminates the sky, as opposed to merely flickering dimly like a lightning bug.
Are you illuminating your client conversations?
I'm a firm believer that you must use your words wisely.
Being clear and concise with your words does matter.
With trust being anemically low, you can no longer take communication for granted.
Just because words are coming out of your mouth doesn’t mean your point is getting across.
Think about how this applies to environments where relationships matter, it’s worth being intentional with your words.
In a world where first impressions mean something, where trust is low and credibility matters, I ask... How are you expanding your vocabulary to effectively connect with your clients and future clients?
POLISH YOUR VOCABULARY
"Words are singularly the most powerful force available to humanity. We can choose to use this force constructively with words of encouragement, or destructively using words of despair. Words have energy and power with the ability to help, to heal, to hinder, to hurt, to harm, to humiliate and to humble."
Yehuda Berg
Each word you choose has the potential to create ripples of impact, for better or for worse.
By being mindful of your language, you can harness the power of words to build a more compassionate and understanding environment for your clients.
The language you use becomes a powerful mechanism in shaping both individual and collective perceptions and attitudes. Now, think about how this applies to trust building.
You never know when one word, one sentence or one paragraph can positively affect someone's day. On the flip side, failing to pay attention to the words you use may negatively impact their day, their thoughts or how they feel about you.
You must align your words, voice inflection, tonality, eye expression, and body language, in an honest exchange. This is what Selling from the Heart is all about.
You must become disciplined to speak in a manner which conveys respect, credibility and humility.
Polishing one's vocabulary is the sign of a mature sales professional.
Thich Nhat Hanh, a contemporary Buddhist monk, global peace worker, and the author of, Being Peace, shares... "Speaking honestly in any negotiation between individuals or groups is necessary. Speaking the truth in a loving way is also necessary."
Hahn goes on to say, "We must be 'lovingly honest'; we must discipline ourselves to speak in a manner that conveys respect, gentleness, and humility."
Speaking with respect, gentleness, and humility can lead to stronger, more positive client relationships.
Let's pause for a moment and reflect on how society in general views the sales world...
I ask you to think about how you're carrying yourself, the words you're using, the messaging you're using, and how all of this might be connecting or disconnecting you from your clients.
WORDS AND MESSAGING ARE LIKE SEEDS
You're responsible for how you communicate, the words you use and the messaging that you use.
Napoleon Hill once said, "Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another."
You have a choice in the kinds of words you use.
Proverbs 18:21 states, “Words kill, words give life; they’re either poison or fruit—you choose.”
Those salespeople who speak with care will be rewarded.
When you consistently plant the vocabulary seeds of professionalism, you will reap a fruitful sales life.
To quote Robert Louis Stevenson, "Don't judge each day by the harvest you reap, but by the seeds you plant."
This is a powerful reminder that you must focus on the process of growth and the value of your daily efforts.
In prioritizing the seeds you plant, your actions, intentions, and mindset soon starts to cultivate a fulfilling and meaningful life.
How you're communicating with your clients? What may be going on in their world? What can you do to build them up and to provide them comfort in knowing you can help?
I encourage all of you to plant the biggest seed of all, and this would be the seed of being impeccable with your words.
In Don Miguel Ruiz’s amazing book, The Four Agreements, the first agreement is to be impeccable with your words. This means that before you speak, you choose your words carefully as they have the power to create or destroy.
Be thoughtful about what you say and how you say it. Every time you open your mouth becomes an opportunity for you to stay true to yourself and what you value.
I believe that using plain simple language removes the barrier between your clients, your future clients and yourself.
Crystal clear and simple language sets you apart from all the other salespeople. This allows you to move from communication to connection. And isn't this what you want?
CRYSTAL CLEAR COMMUNICATION ALLOWS FOR CONNECTION
Clarity in communication enhances understanding.
Clear communication reduces the chances of misunderstandings. When you convey messages in a straightforward manner, the likelihood of confusion diminishes, allowing for better comprehension.
"Speak clearly, if you speak at all; carve every word before you let it fall."
Oliver Wendell Holmes, Sr.
Was Oliver Wendell Holmes, Sr. onto something when it came to communication?
Back in the 1800's, he surrounded himself with the literary legends, such as Ralph Waldo Emerson, and Henry Wadsworth Longfellow. Together, they left a massive imprint within the literary world of the 19th century that flows right into the present.
Why am I bringing this into this message? Because of another one his quotes...
"Language is the blood of the soul into which thoughts run and out of which they grow."
It doesn't matter if you're a well-seasoned salesperson, sales leader or you're just starting out your career, the language you use, how you communicate it and how well you engage in meaningful conversations are foundational skill sets you must master to catapult your sales career.
If you want to elevate yourself to new sales heights, you must zero in on developing your conversational, people and relational skills.
SALES JARGON, COMPLEX WORDS AND PROFANITY
"Jargon allows us to camouflage intellectual poverty with verbal extravagance."
David Pratt, Foreign Editor, Sunday Herald
Using jargon may temporarily create an impression of sophistication or expertise.
The reliance on complex words and elaborate language leads to superficial communication, where the meat of the message becomes lost in the complexity of the words.
What's concerning is how many in sales use the same, overused sets of sales jargon to describe situations as a replacement for just speaking plain old normal language.
Are you using simple and straightforward language to connect with your clients?
We live in a world where people love using profanity to drive home their points.
They insist this is part of their authenticity. They insist this is being true to who they are.
Profanity might be what the cool people like to use, however; I urge you to think twice before dropping that F-Bomb or S-Bomb.
Whatever the case may be, I urge you to build your vocabulary by reading and studying so that you can express yourself simply and eloquently.
“The definition of genius is taking the complex and making it simple.”
Albert Einstein
Empty suits cover up their lack of understanding and experience with science, jargon, and overly complicated sales phrases, all because they think it sounds good.
All this does is confuse, alienate and distract you and your clients from business betterment.
You can't hide behind simplicity.
Salespeople and yes, even sales leaders... Your clients deserve plain, simple and easy to understand language when communicating with them.
- Simplicity gets your message across.
- Simplicity is understandable.
- Simplicity requires less time to explain.
- Simplicity separates sales reps from sales professionals
When you use unclear and overly complicated cliche ridden sales jargon this reflects upon you with unclarity and canned thinking.
CLEAR AND SIMPLE LANGUAGE, IT'S A GAME CHANGER
Language connects people, and it nurtures connections. It allows us to form, build and grow relationships, whether personal or professional.
Language is more than just a means of communication; it is the glue that holds relationships together. By embracing the power of language and the words you use, you can foster deeper connections, enhance understanding, and build strong layers of trust.
Albert Einstein once said,
"If you can’t explain something simply, you don’t understand it well.”
Just have to be real for a moment... many in sales are using jargon fueled and convoluted language to mask a lack of understanding. All this does is create the illusion of being an expert. What ultimately happens is this gets you called out as being an empty suit, as this only hinders effective communication.
When salespeople struggle to explain something simply, it may indicate they're not entirely comfortable with the material. All this does is lead to confusion rather than clarity.
Using plain and simple language is not a sign of sales weakness.
In your conversations, the only thing you can control is yourself, your behavior, and how you carry yourself.
Imagine how your client conversations could turn out by speaking effectively and listening consciously. You and your clients leave conversations energized, inspired and action oriented.
Simplicity creates connection and simplicity creates loyalty!
Transform your sales by speaking clearly, concisely and connecting deeply.
Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.
SHOW SUMMARY
In this insightful episode of the Selling From the Heart podcast, we are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.
KEY TAKEAWAYS
Authenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.
Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.
Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.
Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.
Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.
QUOTES TO REMEMBER
"When you shine the light on others, watch how fast they start to open up."
"Being yourself is not enough. It's important, but it's more than being yourself."
"The sales process makes us think about what it is to be the customer and not to take things personally."
"Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."
FOLLOW THE CONVERSATION
Bethany Ayers' LinkedIn: / bethanyayers
Learn more about Darrell and Larry:
Darrell's LinkedIn: / darrellamy
Larry's LinkedIn: / larrylevine1992
Website: https://www.sellingfromtheheart.net/
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