Every moment is a selling moment. Considering how important first impressions can be, there are three words that are absolutely deadly to sales, your career and your very psyche. These three words, when uttered, send an extremely negative message to everyone around you. These words can have an incredibly detrimental effect on your ability to create new relationships, establish credibility and attract others. Ready? Learn more in this issue of Promotional Consultant Today.

These are the words to avoid: "I'm just the …" as in, "I'm just the salesperson," or "I'm just the customer service rep."

These three words by themselves send a very strong message about how you feel about yourself and how you view your value and contributions to your organization. "I'm just the" sets up a cascade of unflattering perceptions and opinions in the mind and hearts of the people you are speaking to. It creates an indelible image that you have little to no value.

Other reasons to avoid those three words:

  • This expression sends the message that "I don't matter." It's akin to saying, "Please don't take me seriously." These words can also be an intentional or unintentional way to defer accountability. It's the unconscious way these words are used that set you up for failure and disengagement.

  • It's similar to using "but" when you should say "and." Using the word "but" is a bad idea because it negates everything that has been said up to that point. The same result occurs when you say, "I'm just the …" You make it harder on yourself to get what you need, and it drastically affects your ability to leave a lasting, positive impression. You must engage people to further your goals. Let them know you matter.

  • It sends the clear message that you don't have confidence in what you do. One of the most common questions in business is, "What do you do?" When faced with that question, you typically have a few seconds to make your mark. Don't waste that opportunity by starting with "I'm just the …"

Clients and decision makers like confidence. Project confidence and be able to quickly articulate what you do (your value proposition) and capture people's imagination and passion.

  • It telegraphs your insecurities. Everyone has them, and anyone who suggests that they are not insecure at some level is actually insecure. Secure people are okay with their insecurities and face them with courage and determination. Life can be hard enough without adding to it with these three words.

  • It's competitive out there. When you use these words you don't differentiate or set yourself apart in any way. You might as well say, "Please ignore me and talk to the next person." When people attempt to engage you in conversation, believe that they want to try and find some common ground. Your job is to engage with others and to display an open willingness to taking the conversation to a deeper level.

  • It's all about attitude and mindset. "I'm just the …" speaks volumes about your attitude and mindset. Whether accurate or not; once the message is sent then perception is set. Perception becomes reality and then it becomes very hard to turn that ship around. Don't make things harder on yourself than need be. Perception is reality.

If you have ever wondered why you have not gotten something you want, consider that your use of these three words might have been the roadblock in your mission. Attitude is everything. Even if you have not said them aloud, you may still be representing this mindset in your actions and attitude. You are important and vital. Tell the world!

Want to know what three words can take your career further? Read PCT tomorrow.

Source: Todd Cohen, CSP, is an accomplished speaker, sales culture expert and author of Everyone's in Sales and Everyone's in Sales; STOP Apologizing. Cohen's dynamic and motivational presentations are based on the foundation that regardless of career path or position, everyone is a salesperson. Since 1984, Cohen has led sales teams to deliver more than $850 million in revenue for leading companies including Xerox and Thomson-Reuters.