Episode 1082: Don’t try to sound impressive
Please don’t try to sound impressive. It’s going to cost you the sale, and probably your reputation too.
Impressive is a conclusion, not a claim
For someone to find you impressive, that’s always a conclusion they draw themselves. It’s not something you can impose on them by simply saying it out loud. That distinction is lost on a lot of people, and it’s costing them.
Think about someone you genuinely find impressive. A mentor, a colleague, someone in your industry. They almost certainly never told you directly how impressive they were. You reached that conclusion on your own, based on what they’d actually done.
Bragging makes you look worse, not better
There are two ways people try to appear impressive. The first is imposing it. “I’ve done this, I’ve done that, aren’t I brilliant.” This almost never works. Most people hearing it don’t think “wow.” They think the person sounds a bit much, and quietly write them off.
The second way is simply doing great work, holding strong values, and doing the right things consistently. Being seen as impressive follows naturally from that, because people arrive at the conclusion themselves rather than being told what to think.
You can’t force it, only earn it
This applies just as much in sales as anywhere else. Buyers don’t want to be told you’re impressive. They want to notice it for themselves, through your track record, your reputation, and how you actually show up.
Who’s the last person you found genuinely impressive, and did they ever once tell you they were?
Take Action
Look back at how you currently talk about yourself or your business in sales conversations and content. Notice anywhere you’re telling people how good you are instead of showing them. Replace those lines with specific examples of the work itself and let the buyer draw their own conclusion.
See Also
- 101+ ways to impress your buyers
- What To Say To Sell™
- The Before/After Effect
- Transformation Statement
- Specific Proof
- Social Proof
