When debriefing a salesperson or manager, I can always gauge their commitment level and the quality of their strategies and tactics by the vagueness of their words.
There's a big difference in "I just need to see more prospects." versus "I'm increasing my behavior goals from 3 conversations with ideal prospects per week to 5, starting next week."
or
"I just have a good feeling about this deal." versus "We know their exact pains and impact and they've shared the budget range we need to meet. So versus these two competitors, if we highlight ABC we should win this deal."
The word JUST is typically the culprit, and I challenge you and your team to complete an entire sales meeting or sales debrief and NOT SAY THE WORD JUST.
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