I *never* than a prospect for their business, because I believe that having drilled deep to discover their real and compelling need they should be thanking me. I *never* use just because I am giving them a golden opportunity to earn more than they ever dreamed possible.

But thanks for this post, I can see real value in flagging all these traps that people fall into

John Hill
http://www.selltosuccess.wordpress.com

The problem is born in the moment when many other marketers start to use the same tactic — because it works. But when using the same tactic many times by many marketers the effect become opposite.

The mistakes you mentioned in your article are great example of overused marketing tactic. People who want to be successful must simply find some new, original ways how to talk to the client.

Bedrich

1. Do not repeatedly use the prospect’s name. Only salespeople speak that way. It creates instant sales resistance.

2. Do not discuss what the prospect’s “needs.” Use the word “want” instead. People buy what they want, not necessarily what they need.

3. “Solution” is an overused term that has so many meanings that it confuses most prospects.

Your article must be read by every sales person. It makes sense! :-)

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In my native language I find myself repeatedly using the word “frankly” way too often and it is so true that the message you’re trying to communicate is weakened greatly by doing it. It’s a hard habit to break out of :)

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