Understanding the Sales Force

I just returned from a speaking engagement in Athens and had to stop at passport control several times during this trip. They always ask, “What kind of business?” and over the years I’ve used them all: consulting, speaking, training, business adviser, author, coaching, etc.  I’ve learned that if I want to be interrogated, “speaker” would be the answer of choice.  If I simply want to answer a few questions, “consultant” will do the trick.  But to elicit the desired yawn from the officers, I only need to say “attend a conference.”  Words make a huge difference and if you like scripts, you’ll be disappointed.  But a well-chosen word or phrase at just the right time can be the difference between a resistant prospect and an intrigued one.  Do you pay enough attention to the things you do and say as well as how you say them just before a prospect becomes resistant or more engaged?  Well, you should!