Don't Worry

When you tell your customer "don't worry" you're alleviating all of their concerns and showing your value...right? Not according to Colin Wilson at The Entrepreneurial Salesman blog. In a recent post he suggests that "if you utter the phrase 'don't worry' you may have committed the biggest faux pas of the sales campaign." These examples show you why:

Take the Test

First, I want you all to be comfortable...sit back and relax a little and while relaxing, whatever you do, don't think of an elephant...in fact, don't think of a grey elephant with a yellow monkey on its back...clear it from your mind! What happens? Many people can't resist thinking of the grey elephant with the yellow monkey on its back.

Things You May Have Said

Perhaps you have helped a friend at the top of a ladder who is a little shaking by uttering the immortal words..."don't look down"...and what did they do?

...or the boy who was running along the wall who you tried to help by shouting "don't fall off" ...and what did he do?

This Is What You Told Them

Your friend up the ladder... you told them to look down.

The boy on the wall... you told him to fall off.

And your customer... you told them they need to worry.


This Is What You Should Have Said

Say what you want, not what you don't want...

Your friend up the ladder... "Keep looking up."

The boy on the wall... "Be careful."

And your customer... "We have everything under control."

This small change in words can make a big difference in your customer's mind. Try to imagine what message your words give and make changes where necessary. A small change might be all you need to seal the deal!