Dave Brown Blog

Three Words to Eliminate in Prospecting

This is a whole new way of thinking about prospecting. Take a minute to think about how many times you use the words “I,” “me,” or “my.” How many times a day? You tell a story. You talk about something you did. They are probably some of the most commonly used words in the English language. Guess what? They sure can hurt your prospecting game too!

By using those words, the chances of your success with prospecting keeps going down. Because, really, no one wants to hear about you. They want to talk about them and what they need. Stay away from those selfish, sometimes unnoticed tendencies, and listen to what they want and work from there.

Here’s the solution to getting out of the “I” aura. Take a YOU-turn!

Literally, stop saying “I” and work like a madman or woman to replace it with the word “you.” Somehow, in any way, shape, or form you can do it.

Examples instead of “I can…”

  • “You would love this…”
  • “What do you think so far?”
  • “You will eat this up…”
  • “You will get a kick out of this…”

Whenever you are looking for words instead of “I,” “me,” or “my,” you naturally come up with questions. When you are using “you,” you will consciously be asking the questions you need to be in prospecting. That’s an amazing thing!

When I’m teaching prospecting to groups, I will have them get together with a partner to play a game. I will ask them to have a conversation and not use those three words, and the first one to say either will be eliminated. After 10 seconds of starting, half the room is sitting down. It is that unnatural to keep using “you!” You have to train your brain.

I want to challenge you today to take that “you-turn” while you’re prospecting. Stay away from “I,” “me,” or “my!”

Prospecting challenges are gifts. Opportunities to learn. Problems are a common theme signing through the lives of prospectors.  Go out there and stay away from that selfish aura. Focus on using “you” and watch the questions happen!

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