Jill Konrath

 

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[Video] These Words Get Your Sales Message Deleted

  
  
  

Are you frustrated with your sales prospecting results? Are your phone & email messages delivering minimal results? If so, I have a solution for you -- and it's very simple. Stop writing messages that are filled with delete-inducing words.

For example, using an adverb or adjective to describe your products is almost guaranteed to get you deleted. I'm talking about words such as: leading edge, state of the art, and award winning. Delete. If you sell services, don't use words like passion for excellence, out of the box, innovative or creative. Delete.

Don't talk about what your company specializes in either. For example, if I say, "We specialize in sales training for people who are selling to the corporate market", 95% of the people will delete my message. Why? Because the already have another vendor they're working with. OR, they don't think they need it right now.

Don't say that you'd love to get together to learn more about their company. From their perspective, that's a total waste of time. Delete. Don't say your company name. It's irrelevant -- especially if you're from a small no-name company. Delete. Don't say your position in the company -- like you're the new account executive. Delete.

By this time, you're probably wondering what you can say. Check out some of my other videos for the answers!developing relationships with customers

Or better yet, download my Value Proposition Kit!





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

Thank you! Very motivating..
Posted @ Thursday, January 31, 2013 12:00 PM by Elisa
OK, now I'm all pumped up to find out what I CAN say. Gonna' track that answer down next.  
 
I've been doing some things wrong, but I'll change since your advice is always been spot on
 
Thanks for sharing. 
 
Mike O'Neil
Posted @ Friday, February 01, 2013 1:21 AM by Mike O'Neil
Oh geeze, your Call to Action for me to invest more of my time to find out what I should do. I'll conform with knowing what not to do since it will challenge me to craft my own positive, engaging and value driven email and message.
Posted @ Friday, February 01, 2013 8:13 AM by BL Saldana
Another wonderful video! Love your videos, Jill. But here is a question I keep asking myself: how come so many marketing professional don't understand these simple things and try to feed people with information that is totally irrelevant and useless? It's so sad.
Posted @ Friday, February 01, 2013 8:45 AM by Alla Goltsman
@mike What can you say? Check out my free sale resources. Here's the link: http://www.jillkonrath.com/sales-resources/ 
 
@alla I totally agree with you re: marketing. So many marketers are creating content that is totally unusable from a sales perspective. And, it has been for decades. Fortunately, some marketers are catching on these days and creating some really good stuff.
Posted @ Friday, February 01, 2013 9:51 AM by Jill Konrath
Sometimes, when we specialized in something, we try to differentiate from other competitors. For example, in Malaysia, most social media marketers do Facebook and Twitter marketing. In order not to compete in red ocean, I tell my customers that I am a social media marketer specialized in LinkedIn, it works to differentiate.
Posted @ Monday, February 04, 2013 12:09 AM by Kent
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