Common Language For Sales

We have the Common Language in Cert 1 for company wide use, but this is just the common language revolving around the sales role. Make sure to study and know the words in there.

1) We have agreements not contracts.

Everyone is on board for an agreement but contracts make people clinch up.

2) We don’t “Charge” people for training.

We have investment options and payments. We do not charge people.

3) The “Investment for training is…” Rather than training “Costs X amount”

When you are pitching the program, never say the program costs $1,997 but rather the investment for the program is $1,997.

We call this an investment because this is them thinking long term about the dog. Most dogs by the time we sell to them, their dog will be around a decade or longer.

4) Always use smaller numbers.

If the program is $1,997 when explaining the price use the words “nineteen ninety seven” rather than “one thousand nine hundred and ninety seven dollars.” When you do this the numbers are much more bearable.

5) Small Words > Big Words

Having an elaborate vocabulary is great, but if you use big words it has a tendency to turn people off is you use big words they don’t understand. So when you are doing evals for families, make sure you use a version of language anyone at about a 5th grade level can understand.