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SalesDog's Coffee with The Dog Newsletter
      Issue 698 SalesDog's Coffee with The Dog Newsletter August 4, 2015      
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Quote of the Week: "Keep your face always toward the sunshine -
and shadows will fall behind you."
—Walt Whitman
 
 
Lost In Translation
by Kelley Robertson

Too often sales people use jargon, technical terms, acronyms, and other language that sounds foreign to their prospect or customer.

When I worked in consumer electronics, sales people constantly referred to product numbers when talking to customers. Because they worked with the products every day, they were familiar with the SKU numbers but their customers were not.

When you deliver a sales presentation (formal or informal) it is critical that you ensure that your presentation doesn't get lost in translation. Otherwise, you run the risk of losing the other person's attention, or worse, alienating them.

Before every sales call or meeting you need to consider the person(s) you're speaking with, their level of knowledge and expertise, and their position. Then you need to adapt your approach accordingly.

Unfortunately, most people don't think about the presentation from their prospect's perspective. They forget that the other person may not understand the terminology. They don't realize that their prospect may not be familiar with common acronyms or other jargon.

Take the time to simplify your approach before every sales call, appointment or meeting. Eliminate jargon, acronyms and other language that may sound foreign to the other person.

Make it easy for your customer or prospect to understand you and your presentation won't get lost in translation.

Kelley Robertson, President of Robertson Training Group, helps sales professionals and businesses discover easy-to-implement strategies to improve their sales and profits. See his webiste here.


Written by an author included in Top Dog Recession Busting Sales Secrets. Get your copy here.

"One of these top dog secrets can earn you a fortune." - Jeffrey Gitomer, entrepreneur, bestselling author of Social BOOM!, and America's Leading Business Growth Expert

"It's like reading the best ideas from 50 sales books all in one book. It's awesome!" — Michelle Nichols, Savvy Selling International


 
Diane-Helbig
Top Dog of the Week
Diane Helbig
"The salesperson should always maintain control of the process. You are the expert; you know what works best for your company and your clients." —Diane Helbig

Diane Helbig is a professional coach and president of Seize This Day Coaching. She helps businesses and organizations operate more constructively and profitably. Visit her website here.
 
 
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Trivia: What do you call a group of giraffes? You'll find the answer here.
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Interesting but useless fact: Months that begin on a Sunday will always have a "Friday the 13th."
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Accouterment is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here.
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Dogfucius Say: When I told the doctor about my loss of memory, he made me pay in advance.
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Word of the Week: Accouterment noun [ uh-koo-ter-muh nt]
  1. personal clothing, accessories, etc.
  2. the equipment, excluding weapons and clothing, of a soldier.
Example Sentence: spacer
They harbored aged feather boas, shoes of all sizes and styles, all the accouterment of great high school drama. spacer
Definition & Example courtesy of Dictionary.com

Trivia:
What do you call a group of giraffes?

Answer:
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Reprint Permission: SalesDog Newsletters may be reproduced and redistributed in any print or electronic form provided that "www.SalesDog.com" is indicated as the source. Distribution on Internet should use a live link to our site.
 
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The purpose of the SalesDog newsletter is to inform, inspire and challenge you.


Note: SalesDog may be commissioned by some (but not all) partners mentioned in Coffee with The Dog. If you are in sales you know that commissions are a good thing.

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