Mar 202011
The word “just” creeps into many sales conversations. It should not!
Whether in the field, or more likely on the telephone, too many sales conversations include sentences like:
- Just one more thing
- I just wanted to reach you to say…
- I just need a minute…
The use of the word ‘just’ is a defensive mechanism by salespeople to imply understanding on their part of the customer’s time and lack of desire and designed to send a message that the customer’s commitment (at this stage) is minimal.
Ironically, the word implies triviality, a junior status and assigns irrelevance to the topic, product/service and the person who utters it. Why would one denigrate one’s own importance, message or potential benefits of the goods or service?
On the next sales conversation just banish the word ‘just.’
