Sometimes we use garbage fillers, phrases, and sentences when we are selling. Like "so to speak," "if you will," "as it were, "at this point in time," and "in a manner of speaking." John F. Kennedy had, "Let me say this about that." Richard M. Nixon's classic was, "Let me make one thing perfectly clear." Some others we hear all the time:
- "I'm glad you asked me that question."
- "To be perfectly honest (or frank)."
- "To tell you the truth." (What.....have you been lying so far?)
You can probably add several more, but you get the idea. They're spoken attempts to get the mind in gear. Instead, stop and think.
- Don't move your mouth until your mind is in "Drive."
- Don't start in "Park."
- Don't start in "Reverse."
- Don't start in "Neutral."
Wait until you're ready to move forward in your sale. It's difficult; it's even unnatural. But it's an essential first step to getting closer to closing the sales. It avoids the disastrous pitfall:
The "ah..." person who makes "uh..." sounds while "er..." talking seems unsure, uncertain of where he or she is going, insecure, and not used to thinking on his feet. The silent pause helps your audience create a more positive image of you. It also throws your adversary off balance. Did you hear the question? How are you going to reply to the hostile remark? And while your adversary is wondering, you're thinking, framing your reply. You are in control of the situation, not your adversary.
The second thing to do as you pause is maintain eye contact with the person who's being aggressive, confrontational, intimidating, or obnoxious. That doesn't mean staring directly into this person's eyes. It means finding a comfortable place on his or her face and keeping your eyes there. Don't let your eyes wander.
