On my way back from driving my son to school today, I was listening the the local sports talk station and one of the personalities kept saying, “Let’s be 100.”

Now, no one would accuse me of being the most “hep cat” but it took me awhile to figure out what the heck the dude was talking about.

You probably already know but for the sake of my less cool readers, I will translate:

It means “Let’s be 100% honest.”

Okay, now that you’ve had your slang lesson for the day from Dr. Dee, let’s talk about what this has to do with selling and how you might be screwing up your presentations.

Because we are knee deep in our industry and know our products inside and out, we assume that that everyone understands the lingo, i.e. the insider language when, in fact, our prospects don’t have a clue as to what we’re talking about.

Last night, I had my friend Gino and his mom over for dinner. Gino is a chef and used the term “line cook” as part of a conversation we were having. Because I was briefly in the restaurant industry, I understood what he was talking about but Karen didn’t have a clue. She needed him to tell her what that meant.

Again, it was “insider language” rearing it’s ugly head.

Now, at the dinner table amongst friends, that’s not a problem but when you doing a pitch, it’s a big problem, especially in a group selling situation where people either can’t ask questions or are reluctant to ask questions.

So your moneymaking assignment for this week is to to look at your sales presentations and see where you are using “insider language” and either change it or define what it is so your prospects understand what you’re talking about.

Okay, I’ve gotta bounce.

Kick butt, make mucho “DEEnero!”

Dave “Word up” Dee

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