How to ACTUALLY Sound Smarter in Sales

Having coached salespeople across all levels of experience (entry level to Partners), here's an observation around what happens as people get more experience:

• When people start out they generally speak in simple terms - primarily because they don't have enough subject matter expertise to do anything else.

• As they build their knowledge base, their confidence increases, which is good. But it also leads them to using more complex language. To a point, this may be appropriate based on the audience, but often creeps to a level where the reality is, "yes you are really smart, but I don't really understand everything you're saying." And people don't buy what they don't understand.

• The MOST effective communicators are able to combine the confidence that comes with experience, with letting go of the egos need to show how smart they are.

Take 30 seconds to reflect on where are you along this spectrum and what's next for you to improve.

#tinysaleshabits #salestraining