When it comes to sales, when it comes to closing there are words you want to use to close and to sell more of your products and services. And there are words that you absolutely want to avoid today. I want to teach you something very practical. I'm going to teach you words that you want to avoid in sales. Here we go
1. “To be honest with you”
Have you ever heard of that one before from a sales person?
Now what that proves is all the conversation you had up to this point, it's a lie. Right? Because, “to be honest with you”, it means you have not been honest with me this whole time, you've been lying to me.
Also “To be Frank with you”, it's the same idea. Means that you have not being Frank with me this whole time. So don’t use that word.
2. “Trust me”
Usually when people say trust me, do you trust them? No right?
It is such a bad word to use. If you want someone to trust you and if you're trustworthy, do you have to tell people trust me? No, because “your actions speak louder than your words” Your action would demonstrate if a prospect or someone to trust you or not. So don't use those words.
3. “Sorry to bother you.”
“Sorry to bother you….” THEN WHY THE HELL ARE YOU BOTHERING ME?
If you feel so sorry about this, just don't bother me in the first place.
There's always one party to has the highest status then the other party. You have to level that up. Right? The minute you are apologizing before you say anything, before you would propose anything, before you give them any solutions, before you find out if you could help them or not “oh sorry to bother you” You see how that immediately puts you at a lower status? You don't want to do that so don't use sorry to bother, you don't have to apologize for what you sell don't have to apologize what you can bring to the table, don't have to apologize if you're going to offer them something.
Why? If you believe in what you do, don't apologize. Your time as a closer is just as valuable as the prospect. Just because they give you money, just because they would turn sacristy, doesn't mean that your time is not valuable. People only buy from you because you could help them solve a problem that your product or service to help them solve the problem that's it. It's a value in money exchange. You're not bagging.
4. “Just Following up”
Now, as a sales person, have you ever used this before, ”Sir, I'm just following up with you”.
Now you might think well, what's wrong with that? And a lot of people use it.
But the problem is this thing about when someone saying to you “I'm just following up with you” the words follow up is being used for so long by so many sells people that automatically this triggers a response that “you're trying to sell me something” So, that's the problem.
So don't use is rather go directly and ask better and more effective questions.
We may have a blog on what are the best thing you should say as a closer in
Future.
5. Buy.
The people who love to buy they hate to be sold.
Even though they love to buy but they don't like the idea of buying because the word “buy” means that it's going to cost me money. I'd have to spend money.
So don't use the word buy.
So instead what you say.” OWN” or “Would you like to take this home with you?”
Imagine if I'm selling you, “Hey, do you want to buy this?” “I don't know”
But…”would you like to take this home with you?” “Sure!”
“Would you like to own this?” “Sure!”
So, stop saying the word buy too.
So, these are the words that you can avoid in a sale. This is the first part of this, we will be realizing some more parts for this too. Until next time.
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