These words are such a killer! You hear them from other people, and you even use them. If you’re in sales or you have a business and you need to get sales, using those critical filler words, um or uh, will kill you and your business. Do you think people will trust you more because you use the words um or uh in sales? Sure, you may get some people to buy from you that have very low awareness, but when you run into someone who is a high income earner and he’s your big ticket to the big commission…you’re going to run into trouble.
Um and uh are one of the biggest unconscious spoken words in the English language, and it’s killing your sales. It didn’t hit me until I was in a sales meeting selling social media services, and I couldn’t for the life of me figure out why the guy didn’t want to buy when the service matched his needs.
But, of course a reality check came in when my mentor told me I speak as if I have no confidence in myself or my work. Yikes! Now I know why that one guy didn’t want to work with me.
Um…No Confidence!
When you’re using the word um in your daily conversations, you show a lack of confidence on your end. Whoops! Were you offended? If you were, then good because this article is for you.
Um is the filler word that kills your credibility, but it also kills your confidence. Additionally, it can show that you’re a liar and you’re not as trustworthy.
In a sales meeting, instead of using filler words like um or uh, go silent. The power in silence gives you more of the advantage in sales than using your filler words. You want to influence your prospects to buy, not make them feel like they can’t trust you. Tell yourself this right now, “it’s ok to be silent.” Gain confidence when you no longer use um or uh.
“One important key to success is self-confidence. An important key to self-confidence is preparation.” – Arthur Ashe
Uh…You’re Making It Up!
It looks bad when you’re with a prospect and you have to pause, say uh or um, and proceed to continue your conversation. With your friends, they won’t care because they do it too, but with your prospects, you look like a straight up liar and you’re just making stuff up!
Even worse, if you’re saying it in person during the sale, chances are your eyes are going to roll up and you’re going to look like you’re thinking of the next magic word. Again, take a second to pause and be ok with an awkward silence. It’s powerful that way and your prospects will trust you more. If you want to kill your sale in a flash though, use the words um and uh and see how long they will last with you.
Little To No Influence
You have little to no influence on your sales if you are using the words um and uh. You may think that when you use filler words, your prospect doesn’t care because you’re finding a solution, but it’s better to be prepared than to think of something on the spot where you impact with little to influence.
As a guy and coming from my own opinion, how much influence does a girl leave on people when she says um, uh, like? I can tell you one thing for sure, no one would take her seriously. Judge me, hate me, or don’t like me, but you know it’s true. When you’re selling to people, they want someone that they can like, someone who is confident, and doesn’t use filler words to avoid awkward silence.
Those silent moments can be used to think strategically to make your prospect more at peace dealing with you. In addition to that, you are perceived as someone who has more power. Don’t be that person who has to use the filler words to avoid awkward silence. You’ll lose that sale in a flash.
“Doubt kills more dreams than failure ever will.” – Suzy Kassem
In conclusion, you have to understand that when you’re selling, you have to look the part, be the expert, and know damn well what you’re talking about even if you’re not familiar with the product or service. Um and uh will not save you and if you closed a sale using those filler words, see how long that works with you and see how long people stay with you.
Leave them loving you, not questioning you the next day. I can tell you from my own experience that when I speak on stage and I use those words, I begin losing my audience. I am losing my sales. I am losing my business. Remember, if you want to influence and get a sale in a flash, use that energy right and don’t use the words um and uh. You’ll kill your sale and business.
