You’ve done the hard work. You’ve researched the prospect, created a compelling reason to call and even got past the gatekeeper. Yet despite a decent offer and some relevant proof, they’re just not taking you seriously.
Could your vocabulary be the problem? Here are five phrases that limit far more sales conversations than people realise.
1. “It’s just a quick call…”
This implies the conversation will be short and therefore not important. So why should the prospect engage if it isn’t going to be a good use of their time? Get straight to the point instead, so they can understand you more easily.
2. “How are you?” (or worse: “How you doin’?”)
Unless you’re Joey from Friends, this isn’t a rapport-building technique, unless you actually know them. It’s probably what every other would-be supplier has asked them that day. Skip it on an initial call and you have more time to focus them on your message.
3. “OK mate” (or worse: “OK buddy”)
This one depends entirely on the strength of the relationship, and business owners can be heard cringing on the other end of the phone. Use their name instead. It’s far more powerful.
4. “No worries”
It’s meant to reassure, but it has the opposite effect. Hearing the word “worries” plants a seed of doubt: is there something to worry about? Use confidence-inspiring language instead:
“Great, I’ll send that across, and we’ll speak on Wednesday at 4pm!”
5. “Trust me…”
This implies the prospect needs to be told to trust you. Surely that’s their decision? Earn trust through your actions and your words: proof statements, testimonials, case studies and advice. Deliver on what you say and trust forms quickly.
The takeaway
Small words carry big signals. Listen back to your own calls (or your team’s) this week and count how often these creep in. Then swap them for confident, specific alternatives.
Want your team doing this every day?
Reading a tip is easy. Making it a habit across a whole team is where training comes in.
Talk to Martyn