1. 

   Bob Burg
   September 2nd, 2010 - 08:33

   Excellent, Jeb. Terrific teaching and commentary!!
2. 

   Jeb Brooks
   September 2nd, 2010 - 08:35

   Thanks so much, Bob. Really appreciate your comment!
3. 

   Wally Adamchik
   September 2nd, 2010 - 11:54

   Once again, Jeb gets to the point in concise and compelling manner. The language we use matters. I learned a few years ago that Disney changed the title of the people who take tickets from ticket taker to park greeter. The change in their demeanor (and the initial guest experience) was obvious in 24 hours.
4. 

   Jeb Brooks
   September 2nd, 2010 - 13:05

   Wally, thanks a lot! It’s amazing how important words are. Isn’t it?
5. 

   MF
   September 4th, 2010 - 00:37

   Very nicely said. I do, however, whish to disagree with you on one point

   > eliminate the phrase “sales process” in favor of “buying process”

   IMHO Ugh! That’s almost as bad! It’s still viewing things from the point of the vendor, but the client.

   Consider this typical scenario… a client (for want of a better word) decides they can do business more efficiently by changing (one of their business processes). They start with analysing potential options, select their desired goal, then investigate/analyse/choose a way of achieving that goal, select suppliers, resources and tools, implement the change, and then operate the new process.

   The client hears “buying process” and thinks ONLY of the “select suppliers, resources and tools” stage. And thus mentally locking you out of every other stage.
   S
   o, when in front of the customer, I personally think “decision process” is a better phrase to use. It focuses the client on what you – the salesperson – is doing for them: you are helping the client make the (right) decision. And since decisions are made in many for the project stages, it doesn’t box you into one place.

   Think of it this way … even amongst salespeople, “buying process” has many different meanings!!!
   - a traditional “box shifter” type salesperson (Motto: sell em’ the product and move on!) would see it as the “acquire resources” step
   - a traditional “services” type salesperson (Motto: sell product and services) would see it as the “acquire resources and tools” stage
   - an “account manager” type (Motto: if the customer cannot implement, then the sale is incomplete) would see it as also involving the “implement the change” phase
   - a “C-Level” salesperson (Motto: create the change!) would say the “sales process” ( oops, “buying process” ) starts at “decide they can do business more efficiently”

   IMHO Yes, “buying process” involves various “technicalities” – such as negotiating contractual terms and conditions. But don’t bog the decision-making process down with that stuff (until the buy-decision has been made). If you’re dealing with clients where contractual negotiations are an issue, then yes, raise them in the expectation-setting phase. But don’t assume they are there for every client.
6. 

   Jeb Brooks
   September 7th, 2010 - 07:05

   MF: I like “decision process.” Thanks for your comment, I really appreciate it!
7. 

   Jeff Ogden
   September 8th, 2010 - 21:48

   Could not agree more. I hate the self centered words like “Pitch” and “sales cycle” Maybe salespeople should think like physicians. Doctors never give a “pitch,” they ask questions.

   Loved doing the radio show with you guys. Let’s do something else.

   Congratulations on being named a top B2B marketing blog. That’s quite an honor. I’m pleased to share the news that Fearless Competitor was also named to that great list.

   Jeff Ogden, the Fearless Competitor
   Find New Customers
   http://www.findnewcustomers.com
   @fearlesscomp
8. 

   Dennis Tarrant
   September 15th, 2010 - 13:45

   Jeb,
   Having met and worked with you and other Brooks Group people a few years ago at a former employer, I know that your comments will be on target and thought provoking. This very same employer (and Brooks Group client) sells high value business services and solutions. The sales language you describe so well is solidly embedded in their senior sales leaderships’ vernacular.

   You and the rest of us must model better sales language. We also must require the same from everyone in our organizations. Many of tthis form’s field sales managers and sales consultants use your (Sales) language, which means they discount the value and meaning of the messages that come from their senior sales management.

   Keep raising the bar!

   Dennis Tarrant
   http://www.hrresources group.com
9. 

   Jeb Brooks
   September 15th, 2010 - 15:10

   Dennis:

   Thanks for your very kind comments. Together, I think we can definitely keep raising the bar!
10. 

    Vince Fowler
    October 22nd, 2010 - 10:11

    Great article – great thread. Thanks so much, I couldn’t agree more!
11. 

    Heather Stubbs
    October 22nd, 2010 - 10:25

    I appreciate your clear thinking in this area, Jeb, and your willingness to question traditional ways of speaking. It’s so valuable to ask ourselves, “Is this terminology REALLY appropriate, or is it just habitual? And if I’m reluctant to change the way I think, am I just being lazy and copping out?”

    The questions are valid in any field, not only in sales. As a point of interest, here is my blog post on learning to change my language regarding people with intellectual disabilities. “Language Matters” http://www.tipsontalking.com/2010/10/language-matters/

    I’m glad I found you via Bob Burg on Twitter. Best regards.
12. 

    Jeb Brooks
    October 22nd, 2010 - 10:38

    Thank you Vince!

    And thank you Heather! Great post on your end. And @BobBurg is a fantastic person. He’s got some wonderful “stuff.” We’re looking forward to staying in touch with you on twitter, too: @heathergstubbs

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