When it comes to sales and closing deals there are words that can be effective, in persuading customers to buy more of your products and services. On the other hand there are also words that should be avoided at all costs. Today I want to share with you some advice by highlighting 9 words that you should steer clear of when it comes to sales. Lets get started!
Number one: To be honest with you.
Have you ever come across that phrase from a salesperson? Share your thoughts in the comments. Honestly this is the price we can offer you. We never offer this deal to anyone, to be honest, with you. Now what happens is that after using phrases like "to be honest with you " it implies that all the previous conversation was dishonest right? Because if you're being honest now it means everything else wasn't truthful. It's like saying, "Oh so you haven't been upfront with me until now?". You haven't been frank, with me all this time we've been talking?" Lets avoid using the phrase" to be honest with you" when it comes to selling something.
Number two: Trust me.
Have you ever come across that situation? Take my word for it. Trust me this is an opportunity. When someone tells you to trust them do you usually trust them? Not right? It's, like when someone says, "I'm a Christian just trust me." It's not the way to build trust. If you genuinely want others to trust you and if your actions are trustworthy there's no need to repeatedly say "trust me." Your actions will speak louder, than your words. They will demonstrate whether or not someone should place their trust in you. So lets avoid using those words and refrain from saying "trust me."
Number three: Sorry to bother you.
Number four: Just following up.
Are you ever guilty of using these words? Hey there I'm just following up, on our conversation from three months ago. We touched base last year. Now I'm reaching out again. The phrase "follow up" might not seem like a deal at first. I mean lots of people say it including myself. But here's the issue; think about how you feel when someone says that to you. "I'm just following up with you." Those words have been used by salespeople over the years. It automatically triggers a response in us that says, "Oh they're trying to sell me something." That's the problem. Time we spoke you didn't make a sale. Close the deal with me, now this time it seems like your intention is to sell me something again. Just following up. But hey lets be honest. None of us really have time for that kind of approach anymore right? So of using the phrase "just following up " lets cut to the chase and address what the actual issue is. By asking questions and being more effective, in our communication we can achieve results.
Number five: Buy.
You know people really enjoy the act of making a purchase. They tend to dislike the idea of being pressured into buying something. It's because when we hear the word "buy " we immediately think about spending money. Instead of using that word why not try using alternatives, like "own" or "take this home with you"? For example if I were selling you something and asked, "Do you want to buy this?" it might create some hesitation. However if I asked "Would you like to take this home with you?". Would you like to own this?" it would likely be more appealing. You could also use phrases like "take advantage of this" or "move forward." These options might make people feel more comfortable and open, to making a purchase.
Who doesn't enjoy making progress huh? You're making strides in life. Oh are you interested, in purchasing this? I'm not sure let me ponder it for a moment. It provokes an amount of hesitation. It evokes feelings of fear. Sure would you be interested, in taking this item home? For example if you're selling a car would you like to have it with you? Sure. Are you considering purchasing this high end luxury vehicle? No. Would you prefer to sign a five year lease and make payments instead? No... Would you be willing to take it right away? Sure. It's simple; here's the key here. Now we can proceed with the paperwork. Do you see how that works?
Number Six: Contract.
Exactly contract. So when I mention the word "contract " what comes to mind? Share your thoughts below in the comment section. Oh my goodness I'm about to sign a contract. It's this document. It feels like I'm giving away my life. You know what? It seems serious and overwhelming. Instead of asking, "Are you ready to sign this contract with me?" we could say something, like "Are you ready to agree on this?" Just agreeing is fine. It feels less intimidating and less pressure filled. Another option could be using the term "paperwork." Instead of saying, "Would you like to sign this contract?" we could say something, like "Shall we handle the paperwork first?" You see? Oh paperwork! Yeah, who enjoys paperwork? Lets get it done quickly. Awesome! Lets go ahead with that. What does it mean? Well it means the thing – signing the contract or agreement.
But when you mention it yeah lets handle the paperwork first right? So that we can then dedicate our attention to what matters. Do you notice the distinction?
Number seven: I haven't heard back from you.
I haven't heard back from you. Now it might seem like an occurrence as many people encounter it. In the sales context have I not heard back from you? However the important thing to consider is that when you pose this question your prospect already knows the reason for our lack of communication. They don't want to be contacted. They don't wish to initiate contact with you. They are already aware of this fact. Why bring up something they're already aware of? Yes I haven't heard back from you. Yes, because I have been avoiding your calls and neglecting to reply to your texts. Naturally I am aware of this situation right? So why emphasize it? This automatically creates resistance, between you and the prospect. Therefore refrain from using language. When reaching out to your prospects those who haven't converted in the past avoid making them feel guilty or embarrassed. Instead focus on adding value to what they do. Whenever you make contact or establish a touchpoint with them always offer something without making them feel guilty. Keep offering something
Once they are ready to engage in business with you they will think, "This individual has been maintaining communication, with me for quite some time and providing valuable insights. Without a doubt I want to establish a business relationship, with this person. It's a choice now."
Number eight: Individual.
The word "individual" can feel impersonal and detached. It lacks warmth and friendliness. I understand that you have a life and you're quite successful. Do you address your friends in that manner? Hey would you like to watch this movie with me? Do you speak to your spouse this way, individual, right? I don't think so. When talking to people whom we care about it's important to use conversational terms. So lets avoid using the word "individual"
Number nine: We are better than fill in the blank. We are better than our competitors.
Are we truly superior, to ABC company? I believe we are, Its important not to compare ourselves to them. When we start criticizing our competitors it can make potential customers skeptical of our motives. Even if we genuinely offer products and services it's best to let prospects reach that conclusion on their own. Instead of putting down the competition I prefer to commend them. For instance when someone asks me how we're better than ABC competitor I focus on their qualities. Ask if they've had any interactions with them. It's all, about fostering a conversation and understanding the customers perspective. What is preventing you from joining them? You know I don't have to criticize them.
There's a reason why the person, on the phone is talking to you at this stage. It indicates that they haven't made up their mind yet. Otherwise they would have already chosen someone. They are still in the process of looking for a solution. Your role is to be for them on the call without criticizing competitors. Your prospect is contemplating their options. Your task is simply to demonstrate that you comprehend their challenges and can offer solutions, than your competitors. No need to explicitly state it or emphasize it. Instead ask questions. Gather information.
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