Defining your terms is essential to successful communication. Jargon or industry terminology often creeps into sales presentations which ultimately confuses the prospect. Prospects who are embarrassed and don’t know something rarely buy. First, you should avoid industry jargon whenever possible. If you have to use the term, be sure you define it with the prospect so both of you are on the same page throughout the presentation. Something as common as a 401(k) needs to be described and defined; otherwise, you and the prospect will be having two different “conversations” about what a 401(k) means.
Be sure to check-out my next Blog post:
Determine How They Represent Information (the VAK’s)