Most salespeople are not even aware that many of the words they use cause most of their potential customers to look at them with the dreaded “salesperson” stereotype that is just there to try to sell them something.
Let’s take a look at what I mean by that…
For example, let’s say you’re coming to an end of the conversation with a potential customer and then you go in trying to close them on getting another appointment with you, it would look like this:
“Why don’t we schedule another call soon to talk more about how our product is going to work for you?” How does that sound?
Ever said that to someone before?
Here’s the HUGE problem though and why this wording is KILLING your efforts:
What would happen if you attempt to close them on having another appointment with you, but they are not ready to move forward with you yet, or they don’t want to have another appointment with you?
You would automatically trigger sales resistance from the potential customer right? They would do what?
They would push back and throw out objections right, or try to stall or try to get rid of you correct?
What would be broken here?
And if they don’t trust you from the beginning, do you think it will be a lot harder for you to sell them your solution?
There is a way to CHANGE those words and STOP losing so many sales.
So, for instance, if you want to book an appointment you can use more neutral languaging such as this, which means the same thing but takes the sales pressure out of the questions, which is in return, will NOT turn off your potential customer.
“Mrs. Prospect, with your permission we can set up another appointment to see if what we are doing would work for your situation. Would that be appropriate?”
“Would you be open to us having another conversation to see if we could possibly help you?”
“Would it make sense for us to talk again to see if what we are doing will fit into what you’re looking for?”
The above examples completely remove any sales pressure out of the questions, and instead focus on helping the potential customer.
And, a side note since we are discussing “death by words” here……
A phrase you will want to completely avoid…..
“Just sign the contract here?”
Because no one wants to ever “sign a contract”, that phrase will make most of your prospects hesitant, that they are getting locked into something they might not want or later regret.
Instead make your neutral more neutral such as “Just authorize the agreement here’“, notice this means the same thing, but it’s far more neutral.
Your customer is ok with authorizing an agreement to move forward with your solution.
When you use neutral questions and your wording emphasizes more care and concern with your potential customers, you diffuse any sales pressure. It gives your prospect the message that you are there for them, to see if you can help them not just sell them.
NOW, they start to view you as an “Insider” and “Trusted Authority” who’s focused on helping them, rather than viewing you as a stereotypical salesperson, trying to stuff your solution down their throat.
Now, you won’t have that feeling of….OMG! What just happened, when your potential customer disappears on you and you don’t know why, or they won’t return your calls or emails?
Now you see why your wording could be KILLING your sales, and do you think it’s easier to sell when your potential customer views you as someone they trust, someone whom they feel is focused on them and their own needs, rather than you and your own agenda of just wanting to make a sale?
What are your thoughts about these Words you’re using that are Killing Your Sales?
Feel free to comment below and I will do my best to reply to each comment.
Once you begin to implement these solutions you will begin to see a huge shift in closing more sales.
If you’d like to learn even more strategies about how to STOP losing so many sales, you can download my FREE resource below.
Be the Best,
Jeremy Miner is an internationally recognized sales trainer who has taught thousands of people how to go from just getting average results in selling to becoming a Top 1% earner in their sales industry. Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson and learn how to be viewed as the Trusted Authority in their entire market.