While training a technology sales team last month, the head of sales reacted strongly to the phrase “I’d love to…”. She told me that she and her team had been told NEVER to say that in a sales situation.
By coincidence, the day after the training there was a video post on Linked-In saying pretty much the same thing. Don’t know if they’d both been to the same sales training!
After some reflection I’m not sure the trainer(s) are focused on the right thing. It’s not the “I’d love to…” that’s the problem; it’s what comes next.
If you find yourself saying “I’d love to come and introduce myself and tell you more about how my company can help you”, then yes; stop saying I’d love to! But more importantly, stop saying the entire sentence! It’s self-serving, offers no value to your potential client, and shouts loudly that you don’t care about what your client needs – it’s all about what you’re selling.
Whereas, “While talking with a few members of your support team, I’ve identified a few areas where I believe you may be able to streamline your processes and save time and money; I’d love to get together and share those observations with you,” is right on track. You’ve shown you’ve done some research (show me you know me), you’re coming with something of value (be here for my needs not yours), and you’re being genuine and natural (don’t talk at me, talk with me).
Offer something of value to the client – and be genuine. If saying “I’d love to…” is a reflection of your real self, then keep saying it! Being real is far more important than tying yourself in knots worrying about every word. Instead focus on the message, “I’d love to hear your opinions!”