Things They Don't Teach You in Business School - (1)
10 Words/Phrases You MUST Eliminate From Your Sales Vocabulary
THREAD
10 Words/Phrases You MUST Eliminate From Your Sales Vocabulary
THREAD
1. "Possibly"
Do not ask them if they would *possibly * be interested in hopping on a call
No one wants to give their time of day to someone who is uncertain of their value
Do not ask them if they would *possibly * be interested in hopping on a call
No one wants to give their time of day to someone who is uncertain of their value
2. "Just"
"Just following up"
"Just checking in"
No
Stop.
You are downplaying the importance of your message & you are exuding an aura of self-doubt
You are not "just" following up, you are simply following up
"Just following up"
"Just checking in"
No
Stop.
You are downplaying the importance of your message & you are exuding an aura of self-doubt
You are not "just" following up, you are simply following up
3. "Probably"
"I can probably get that done for you"
Don't say anything until you are certain.
If you are uncertain but need to tell them something, you can always under-promise & over-deliver
This will help shift their perception of you from a seller to a reliable advisor
"I can probably get that done for you"
Don't say anything until you are certain.
If you are uncertain but need to tell them something, you can always under-promise & over-deliver
This will help shift their perception of you from a seller to a reliable advisor
4. "Try"
"I'll try to get that for you"
This is business.
There are no participation trophies.
Trying doesn't put $ in the bank.
All this says is that you are not confident in your ability to deliver
And if that's the case, who would want to buy from you?
"I'll try to get that for you"
This is business.
There are no participation trophies.
Trying doesn't put $ in the bank.
All this says is that you are not confident in your ability to deliver
And if that's the case, who would want to buy from you?
Instead, you can say something like
"That is not something we usually do for reasons XYZ. However, I will make a case for you & let you know if we can make an exception"
This comes across as professional & confident, while making them feel like they are getting VIP treatment
"That is not something we usually do for reasons XYZ. However, I will make a case for you & let you know if we can make an exception"
This comes across as professional & confident, while making them feel like they are getting VIP treatment
5. "I think"
Do I really need to explain this one?
Remember, a great seller is simply an advisor & a problem solver
You're an awfully shitty problem solver if you "think" you have a solution
Instead, you will position yourself as an information quarterback
Do I really need to explain this one?
Remember, a great seller is simply an advisor & a problem solver
You're an awfully shitty problem solver if you "think" you have a solution
Instead, you will position yourself as an information quarterback
"Let me check in with our solutions engineer & I'll get right back to you"
"That's a question best suited for our XYZ Expert. I'm going to get in touch with him & circle back with you"
See what I did there?
I didn't know the answer
"That's a question best suited for our XYZ Expert. I'm going to get in touch with him & circle back with you"
See what I did there?
I didn't know the answer
But I positioned myself as someone with access to the knowledge industry professionals & demonstrated that I'm only willing to share high quality/verified information
I couldn't tell them right away
But they feel good about my reliability & that's all that matters
I couldn't tell them right away
But they feel good about my reliability & that's all that matters
6. "To be honest,"
Why do you need to say that?
Are you not always honest?
If you were always honest, you wouldn't need to say that
So you're not honest
Seems a little risky to buy from a liar...
Leave that out & just get straight to the point
Why do you need to say that?
Are you not always honest?
If you were always honest, you wouldn't need to say that
So you're not honest
Seems a little risky to buy from a liar...
Leave that out & just get straight to the point
7. "I'm sorry"
Apologizing is necessary sometimes
But "sorry" is a low-energy word
"My apologies, but I'll need to reschedule today's call"
You are a valuable asset & shit happens, move on
Also, never apologize for selling
Apologizing is necessary sometimes
But "sorry" is a low-energy word
"My apologies, but I'll need to reschedule today's call"
You are a valuable asset & shit happens, move on
Also, never apologize for selling
"Sorry to bother you" says you don't have anything of value to offer
If you truly had something of value, why would you be sorry?
You're doing them a favor
If they feel bothered, it's their loss - move on!
If you truly had something of value, why would you be sorry?
You're doing them a favor
If they feel bothered, it's their loss - move on!
8. "Buy"
Yes, you are selling them something & they are going to "buy"
But when you say buy, they feel pain
No one likes spending
They like the results
"would you implement this solution if it could produce XYZ results?"
Induces a positive reaction to the same question
Yes, you are selling them something & they are going to "buy"
But when you say buy, they feel pain
No one likes spending
They like the results
"would you implement this solution if it could produce XYZ results?"
Induces a positive reaction to the same question
9. "Haven't heard from you in a while"
No shit, they're avoiding you
Do you think reminding them that they are avoiding you is going to help the situation?
You need to flip it around & get them engaged again
Hit them with new value or something that induces FOMO
No shit, they're avoiding you
Do you think reminding them that they are avoiding you is going to help the situation?
You need to flip it around & get them engaged again
Hit them with new value or something that induces FOMO
10. "Contract"
"When do you think you'll have the signed contract?"
Like "buy", they feel pain when they hear contract
If you've been on the receiving end, you know it's a painful process
Remember you always want to induce positive emotions with your language
"When do you think you'll have the signed contract?"
Like "buy", they feel pain when they hear contract
If you've been on the receiving end, you know it's a painful process
Remember you always want to induce positive emotions with your language
Ask the same question, that makes them feel good about the results they'll get
"When do you anticipate the MSA arriving? My team is on standby and ready to begin XYZ immediately upon receipt."
MSA = Master Service Agreement = Contract
"When do you anticipate the MSA arriving? My team is on standby and ready to begin XYZ immediately upon receipt."
MSA = Master Service Agreement = Contract
The difference?
"MSA" doesn't sting quite like "contract" does & you have again made them feel good thinking about the results they desire
"MSA" doesn't sting quite like "contract" does & you have again made them feel good thinking about the results they desire
Wrapping it up:
You want to
Exclude all words that convey doubt or uncertainty
Avoid phrases that remind them of the painful parts of the process
Rephrase to remind them of the benefits they will reap
&
Use words that portray confidence, trustworthiness & reliability
You want to
Exclude all words that convey doubt or uncertainty
Avoid phrases that remind them of the painful parts of the process
Rephrase to remind them of the benefits they will reap
&
Use words that portray confidence, trustworthiness & reliability
If you found this useful & would like more pro sales tips you won't learn in Harvard Business School, consider dropping a like & RT on this thread
& most importantly
Start applying this knowledge TODAY
& most importantly
Start applying this knowledge TODAY
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