A
❌ Approach (noun/verb)
Interrupting someone, often unsolicited.
➡️ Connection
Modern sales is about connecting, not interrupting.
B
❌ Bait (n.)
A manipulative tactic used to lure someone into a meeting or commitment under false or exaggerated pretenses - your client is not a fish.
➡️ Free Value
Offering something useful, relevant, and low-effort for you but meaningful for them so they want to engage with you.
B
❌ Bite (n.)
Telling a client something to try and sell the deal.
Saying what sounds good in the moment.
➡️Alignment
Creating a conversation where the client moves forward because it makes sense.
C
❌ Close / Closing (verb/noun)
Bring something to an end.
➡️ Partnership
You’re not “closing” you’re gaining commitment and building a relationship. (this should not be the 'end')
C
❌ Convince (verb)
To make someone believe something through argument or pressure.
➡️ Consult / Solve
You don’t convince people, you help them make the right decision.
C
❌ Chasing
Relentlessly pursuing someone, often in an unwanted or intrusive way.
➡️ Follow-through
You’re not chasing you’re staying present and adding value.
H
❌ Hunting
Pursuing a target, your client is not a deer.
➡️ Identifying
You’re not chasing prey you’re educating.
O
❌ Objection (noun)
Resistance or opposition to a proposed idea.
➡️ Business Barrier
In B2B sales, it’s a genuine constraint that prevents a decision.
L
❌ Label (v.)
Stereotyping or boxing clients into rigid categories
➡️ Organize clients
based on relevance, opportunity, and next action
P
❌ Persuade (verb):
To influence someone’s decision through pressure.
➡️ Solve
A process feels rigid a method is practical, simple, and repeatable.
P
❌ Pitch (noun/verb)
A rehearsed attempt to persuade.
➡️ Conversation
This is not baseball you don’t pitch, you engage.
P
❌ Prospect (noun)
Transactional service relationship.
➡️ Partner (noun)
Mutually beneficial relationship.
P
❌ Process (noun)
A rigid set of steps followed without flexibility.
➡️ Method
A process feels rigid — a method is practical, simple, and repeatable.
R
❌ Rapport (n.):
Trying to make the other person like you before doing business.
➡️Relevant:
Being useful, insightful, and aligned to what actually matters
S
❌ Selling a Product (verb)
Pushing a product or service in exchange for money.
➡️ Providing a Solution
People don’t buy products they solve problems.
S
❌ Script
A fixed set of words followed with little authenticity.
➡️ Framework / Guide
You don’t read lines you understand direction.
T
❌ Targeting
Selecting and focusing on specific people as objectives.
➡️ Connecting
You’re not aiming at people you’re building relationships.
