Imagine… you are thinking of buying a car and you are sitting across an automotive salesperson and you are thinking of buying a car at his dealership.
The car is exactly what you are looking for.
The price is within your price range.
And you can see your showing off your new car to your family and friends.
With this vision still lingering in your head you tell the salesperson that things look good, but you just want to check it out with your spouse.
The salesperson responds, sure check it out with “The Wife” and get back to me.
Now the salesperson probably didn’t mean anything by that comment.
He probably didn’t mean to demean your chosen spouse, the mother of your children, the love of your life.
And he probably didn’t mean to offend you by implying that you don’t have the authority to make important decisions.
But that is just what he did!!!
This was an experience that I had a while ago. An experience that led to a lost sale. An experience that could have easily been avoided.
It could have been avoided if he was a bit more sensitive to the situation.
It could have been avoided if he chose his words a bit more carefully.
It could have been avoided if he said “Your wife”, instead of “The wife.”
In sales choosing the words you use carefully can make the difference between success and failure. The difference between getting or losing the sale. And the difference between cashing that big commission cheque or not.
So think about what you say as if you were your customer. And if it is possible that you might offend them, choose a different way to say what you want.
That way instead of having to check on a potential customer, you can cash the cheque from an existing customer.