The words we use have power.
Th
e power to educate, excite, , remove fear, and gain commitment as well as provide clarity, comfort, and hope.
They also have the power to show our ignorance, focus on ourselves, lack of conviction, and can create fear, confusion, and lack of clarity.
That’s why, when the WorkWise Software sales team, the developers and providers of valuable business solutions, the WorkWise ERP and OnContact CRM, debated word choice during our sales workshop last week, I listened.
Wayne Wedell, President, challenged the group to eliminate “wimpy words” from their conversations.
What makes a word wimpy? A word is wimpy when it offers no value and minimizes the impact of what we are communicating.
Not being a fan of ‘absolutes,’ (I believe that people and situations are unique and you should never, say ‘never.’ ) I listened to the debate and agree that there are words that are wimpy!
The wimpy words to remove from your vocabulary when describing, asking for, or committing to something are:
Just. “We’re just going to …“ or “I’m just a rep for …”
Just minimizes whatever follows. The statement is much stronger without it.
Instead:
• “We’re going to …”
• “I’m a rep for …”
Try. “I’m going to try and make it on time.” or “I’ll try to get this done for you.” Or “We try to offer the best value for the solution.”
Are you or aren’t you? Try is not a commitment, it leaves an escape (or an excuse).
Instead:
• “The meeting starts at 10 a.m. and I will be there.”
• “I’ll get this done for you by …”
• “We provide the best value for this solution …”
I Think. “I think that we will …” or “I think that you should …”
These two words add nothing. They weaken the statements.
Instead:
• “We will …”
Hopefully and Obviously.
“Hopefully this will …” or “I’m hopeful you will …”
“Obviously the system can …” “It seems obvious that …”
Hopefully sounds pessimistic and timid. And if it’s obvious, then we shouldn’t waste their time. Or worse, make them feel stupid that they didn’t “see it” without us pointing it out to them.
Instead:
• “The system does …”
• “If you look here, I’ll show you that …”
Just for fun: I found a way to use all of these in one extremely wimpy sentence!
“Hopefully, I think we can get through the agenda today so we can obviously try to just move forward.”
A caveat: There are some times when these same words reduce fear and the feeling of interrogation when asking questions in a sales conversation.
• I’m trying to understand…
• I think that discussing this will help …
• I’m just going to ask three questions …
Used as word minimizers, they take pressure off the recipient and make it easy for them to respond.
The key when you need to educate, excite, remove fear, and gain commitment, is to remove the wimpy words for a powerful message.
Your Turn: What do you think? Are there other wimpy words that we should remove? Do you challenge any of those I listed? Leave a comment and I’ll send you a signed copy of Conversations That Sell.
Congratulations to Mark Lindwall who has a shiny new book being sent to him for his comment on this post.
Great post, and I agree with all of words on the list. I wanted to add that by eliminating the wimpy words and using more direct, clear substitues, it also conveys a level of confidence and certainty. In sales conversations, especially with a decision maker, having belief in/confidence in your product is critical. If the rep is not fully confident or certain in regards to the product, why would anyone else (the prospect) be?
Great points Daniel. And, since you were part of the discussion, you really “get it.”
Bang on target. These are words that you wanna avoid for sure. Another one that you dont wanna use/hear is::: “May be” as in “May be we can do this and then may be that and then may be blah blah blah …”
Wht do u say?
Pritesh,
I think maybe is also wimpy! Thanks for contributing to the conversation.
I also believe the words might and may can be considered wimpy. I hear may reps saying ” I might be able to do that for you” It usually pertains to a discounted price quote. Or ” I may be able to get that done for you” also sounds indecisive. Instead, take the direct approach and turn it around. ” If I can get that done for you are you prepared to move forward today?”
This is a great topic and I will be sure not to use the above mentioned wimpy words in my conversations. Thank you for this!
You are correct – “Might” and “May” are wimpy!
Thanks for adding you ideas!
Used in appropriately, “sorry” or “I’m sorry” is a wimpy word. Sure appreciate your post.
I think “honestly” should be considered a wimpy word. To me it has no positive value everything should be honest, sort of like Obviously has no value….
Thanks!
Bill
Hi Nancy, I cannot stand when a person is considering a purchase, and the sales person says let me check with or talk to my manager…what a joke!!! I wouldn’t take your offering now if it we’re free! That whole process is wimp city central!
I also feel that as a consumer when a company rep refers to people as their “customers” I personally feel that that is very demeaning. It’s almost as if you’ve been added to some substandard category of being. I feel something like the people we serve is a much more respectful way to refer to the people that do business with a company.