Short interview excerpt where Speaker A and Joe Calloway discuss how industry jargon (‘techno barfing’) and ego block genuine connection in sales. They emphasize the value of stopping jargon, asking for clarification, and prioritizing understanding over impression management to build real rapport with clients.
Chapters
I always joke, and this is true for anybody, but for all of our salespeople, the producers in the game. And I heard this from a sales trainer years ago. He goes, you got to stop techno barfing on people. And that was a term he used. And every industry has their own jargon, right? Their own acronyms, whatever the insurance industry's got as a bazillion of them. And it's like we talk in this language that we think is pretty cool, but the people we're trying to communicate with have no idea what they're saying. They sometimes try to be nice and like, huh, huh, But. But there's. There's. There's. There's nothing that they're really grasping. There's no real connection there.
God, that's a. That's an important observation. There's no connection. You know, it's. It's funny. I finally reached a point in my career where I was confident enough when I was talking with a client or a prospect and they were techno barfing or throwing their jargon at me, and I got confident enough to say, whoa, whoa, whoa, wait a minute, back up. You know, you just used the phrase. I don't know what that means. What does that mean? But it's. It is amazing how often we can get stuck in our own. Our own secret language. Yeah. That the rest of the world doesn't know.
Tractor supply. Part of that is just about connection, is just being open for feedback, being open for criticism. And I think a lot of us, we miss out on connection. And this is. I'd love to get your take on this. I said, just. It hit me, whatever you say, like, we miss out on connection because we're so worried about our own perception, our own ego, our own whatever it may be that we miss out of. Like, it's really all about you. And if I don't ask this question, if I don't dig deeper, then I'm selling you short.
