Do you have a consistent sales language?

Have you ever been somewhere where people were speaking different languages? Almost like you’re sitting on the beach and everyone’s radio is playing a different song.

I’ve been with inside sales organizations that felt just that way.

There was no consistent language used to talk about prospecting – qualifying – deal strategy.

No short hand to instant message someone and help them sort out a problem call.

Need an example or two of what I mean?

In my first ever sales job, if someone said “reverse” – whoever was having trouble would change their strategy instantly.

Why? because everyone had been through Sandler training and knew that “reverse” was short hand for their reverse selling technique. With that one word the troubled salesrep had something to try and it was a skill they’d practiced.

Recently I was lucky enough to have someone say “soften” while I was around and realized the whole organization has adopted my softening statements as part of their sales culture. For me that was really gratifying.

It also reminded me that having a consistent sales language is key to making your team stronger and more agile.

So I have to ask, do you have a consistent sales language?