Christian PolkYour Friendly Neighborhood Sales Trainer

Are You Making This Common Sales Mistake With Your WORDS

4 Feb 2025

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A short sales coaching monologue advising sellers to mirror the customer’s exact words (e.g., 'tired' vs 'fatigued') and to avoid assuming meanings. Emphasizes probing questions to clarify what the customer means, when symptoms occur, duration, and timing, so sellers gather usable context before proposing solutions.

Use their words, not yours. She's tired, she's not fatigued. Again mean the same thing but they're different. Just get in the habit of using their word instead of our words. First of all, do you know what tired and feels like crap mean? No we don't. So I don't want to assume I know what that means also as well. Does she feel the exact same the entire time or are there certain times a day when does she feel the most tired? Like we can just probe a little bit more into that so it's like I mean tired and feel like crap like because that can mean different things to different people. What do you mean by that specifically? And is there certain times a day you feel like the most hard or when does this actually come on and how long has this been going on for? Then you ask the how long question. Once you have more of that context.