“Mom & Dad, do you know where the wind goes when it blows by? And, where does it come from in the first place?”

My wife is silent. I get the science questions, so my two ladies look at me and I reply.

“Where does the wind come from? We’ve been told not to talk about that.”

The laughter dies down. I catch an elbow from the wife and I reach for the notepad next to our bed to write this thought down. A thought that piggybacks on my joke.

“What are they not talking about in selling during your sales training?”

Language.

Language is the answer and it’s a big deal. See, the use of persuasive language strategies is the most neglected area of any sales training (and leadership and management and customer service and on and on).

GOT INFLUENCE? If not, send me an email and I’ll respond with a little paper on some big language tips. Dan@SalesAutopsy.com.

The focus of all these forms the future of selling. It’ll be found in my next book, The Secret Language of Influence. Stay in touch for more tips to come.

One more thing, I’ll be covering this as part of my sales training presentation at The American Society for Training & Development’s International Conference next week. Have a peek at the details (Wed, May 19th).
Sales Training What’s Missing?

He said, “The doctor told me I have to take a pill every day for the rest of my life.”

She said, “So what?  Lots of people have to take a pill every day their whole lives.”

He said, “I know, but he only gave me four pills.” – Hal Roach

Hey sales pro – how much time do you have left?

What are you doing to survive in a tough economy?

Do you know a quick fix for slow sales?

One strategy is to work harder, but that only tires you out, wrecking your health and your family life.

Or you can cut back on costs. Every sales rep should be on a tight personal budget. It helps you make more money, without having to make more money. Get it? You take more home by spending less.

Or you can take the slow fix, getting better at skills you use in front of prospects.

What pill will you pop?

I recommend all of them.

The mixture can’t hurt you – and you might be surprised at how much longevity you buy when you implement all three approaches simultaneously.