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BEC : Sales -Vocabulary

Hi, this is AJ. Welcome to the vocabulary lesson. Let’s start.

The first word is ‘intimidating’. Intimidating means scary, basically. If something is scary or looks scary or frightens you, we say it is intimidating. So you might say the salesman job is intimidating. It’s a little bit scary.

Next is the word ‘commission’. A commission is a percentage payment. So it’s a percentage of a sale. So, for example, if a salesman sells a $1 million product and they get a $5,000 commission that means it’s their payment for the sale and usually it’s a percentage. The salespeople get a certain percentage commission. They might get a 10% commission. So that means however much they sell they get 10% of that.

‘Drive’ - In this situation drive means motivation. So drive means motivation.

‘On the front lines’, on the front lines --That means directly in contact with customers, direct contact with customers - on the front lines.

‘Lead’ - Leads or prospects, these are potential customers. So these are people who are potentially customers. They haven’t bought anything yet, but they showed some kind of interest. Maybe the called, maybe they sent a letter or maybe they answered some kind of survey or something. Leads are just people who are potential customers.

‘To follow up’ –To follow up with leads, for example, means to contact them again. It means to re-contact someone. It means to continue communicating with someone - to follow up.

‘A prospect’ - A prospect is basically the same as a lead. They’re a potential customer - a prospect.

‘Objections’ or an objection - An objection is kind of like a disagreement or a challenge. So, for example, if you’re selling something and the prospect says oh, the price is too high, that’s too high, it’s too much, that’s an objection. They’re challenging the price. They’re disagreeing with the price. They’re expressing disapproval with something.

‘Rejection’ - A rejection means a total no. That’s when they say absolutely not. I will not buy from you, goodbye. That’s rejection. So there’s a difference between objection and rejection. If someone gives an objection, they don’t like something, they disapprove of something, but they still may be interested. So salespeople are constantly dealing with objections and trying to overcome them; trying to find some solution to the objection. A rejection, however, means everything is finished. It’s done. So they just say no, absolutely not. Forget it.

‘To close’ - You know closing a door, that’s the common use the word, but in sales to close means to close the deal. It means to finish the deal. So that means you get the person to sign a contract or write a check. You finish the sale. You make it a complete sale, an official sale. Closing is the noun, closing. The verb is to close.

So you hear salespeople all the time talking about you need to close the sale. You need to close the sale. You need to close. Be more aggressive about closing. So what they’re saying is you need to ask the person for the sale. You need to ask them for the money.

You need to get them to sign the check and write the check. Don’t just keep talking, get them to take action. That’s called closing.

‘Old school’ - Old school is a kind of slang phrase. It just means kind of old style, older style. It could be negative or it can be positive, it just depends on the situation.

‘At heart’ - So, for example, to have their interests at heart. At heart means sincerely, it means your sincere feeling. So if you have your customer’s interests at heart, it means you sincerely care about their interest. You sincerely care about what they need. You have their interests at heart.

You heard the word ‘client’, client versus ‘customer’. It’s a small difference in meaning.

A customer is just someone who buys from you. Someone who buys something who buys something, that’s a customer. A client has the idea of a longer relationship. It’s someone that continues buying from you and you continue to work with them and you continue to sell to them or you continue to give them a service. That’s a client.

Psychologists, for example, they talk about the people that come to see them every week to help them with their problems, they call them clients not customers because they’re giving them a service. It’s ongoing and continues. It’s not just one time. So businesses like to use this word sometimes, clients, because they’re trying to give the idea that their serving these people. It’s not just one time buying, but it’s a continuous relationship.

And that is our vocabulary for the sales conversation. Listen to the conversation, listen to the commentaries and listen to this vocabulary each day for seven to 14 days. See you again, bye-bye.

The End.