Do you understand the language of the people that you’re working with?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip features both Jacquelyn Nicholson and Mike Simmons in their final combo tip. Here they are:

Mike Simmons: We just chatted about vocabulary and how important it is depending on the audience that you’re working through. And you punched me in the face with a two-by-four, so to speak. Why is vocabulary matter to you?

Jacquelyn Nicholson: Oh, I love it. Words are important. We were talking about approaching businesses in the trades, for example, like an electrical contractor, small businesses that operate in construction. And you were talking about something that you do very well for businesses, particularly in high tech, and talking about things like employee retention and culture and solving business problems and what a difference it would make. And I said you can’t talk to those people like that. You got to say stuff like, don’t you hate it? You hire a guy and you train him for two years, he up and quits on you, shows up late for work. Doesn’t that suck? Don’t you hate it when you’re working with customers and the scope is constantly changing and they’re asking you for change orders and you’re like, This isn’t what we agreed to. And it’s a whole different way of reframing the conversation of how you can help them because they’re not going to hear you when you say things like, Do you have a problem with retention in your company culture? They’re going to be like, What? What are you talking about? So the words matter and you’ve got to meet them where they are.

Mike Simmons: As simple as it sounds, we forget about it. We get so caught up in our own way of communicating, we get in this rod of communication and we start using words that we’re familiar with, and we end up talking right past people. The message doesn’t land.

Jacquelyn Nicholson: It doesn’t land at all because it’s almost like you’re speaking a foreign language.

Mike Simmons: Tip for today, don’t speak a foreign language. Understand the language of the people that you’re working with and speak that language.

Scott Ingram: For links to connect with both Jacquelyn and Mike, just click over to DailySales.Tips/1671. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

The post Sales Tip 1671: Vernacular and Vocabulary – Mike Simmons and Jacquelyn Nicholson appeared first on Daily Sales Tips.