Your perception of what you think is friendly, is really just wasting their time. You’re “just checking in” and “to be totally honest with you” doesn’t fool them, they aren’t dumb. They aren’t picking up the phone because you’re buddies - they are picking up because you have a service to sell and they are interested enough to listen. Here’s the deal, your customers expect to be sold to. I was lucky that my mentor pulled me aside and told me, “When you use weak language, you are wasting everyone's time and you sound like you don’t know what you are doing.” If it weren’t for my first manager, I would still be starting my emails with, “Just checking in! :)”. I was also a victim of weak words early on in my career. ![]() We use these words because we are trying to avoid confrontation, we think we’re being friendly and we fear sounding “salesy”. We use them during qualification calls, demo and even during closing meetings. Weak words make you appear less confident about the message you are trying to get across and they get the best of every sales team. To use your words, I’ll be honest with you: in sales, we need to stop using weak language. Or maybe you’ve become Abe Lincoln with how many times you’ve told a lead, “look, to be honest with you.” Have you sent this email before? Or maybe you’ve left a voicemail with a customer to “just touch base”. ![]() I just wanted to check in and touch base with you to see how everything is going with our deal? If you need anything at all, please do not hesitate to reach out at your earliest convenience. Good morning, I hope this email finds you well.
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