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VIDEO SUMMARY
Transform Your Sales Conversations with These Critical Steps
Hey there, sales champs! Ready to up your game and close deals like a pro? 🚀
Picture this: You’re chatting with a friend about a hot new movie you both want to see. 🎬
Your friend says, “Would you like to buy tickets?” 😬
Wait a minute! You suddenly feel like you’re about to make a big commitment and spend a ton of money, right? 💸
But what if your friend asked, “Want to take this movie experience home with you?” 🏠😁
Suddenly, it feels more exciting and way less intimidating! 🙌
Ever noticed how certain words can make or break a deal? 💔
We’ve got a game-changing guide to help you level up your sales language, drop the cringe-worthy phrases, and start sealing the deal like a boss! 🤝
Get ready to discover the secrets that will make your prospects say “YES!” without hesitation. 🗝️
Curious? You should be! Stay tuned for some mind-blowing insights that will transform your sales game. 🌟
Keep an eye on our upcoming posts, and let’s master the art of selling together! 🤑💼
#SalesSuccess #GameChanger #SalesLanguageMatters
Step-by-Step Guide
Step 1: Avoid “To Be Honest With You”
Description:
This step involves avoiding the use of the phrase “To be honest with you” when communicating with potential customers, as it may undermine trust.
Implementation:
- Eliminate the phrase from your sales vocabulary entirely.
Specific Details:
- This phrase can make the prospect feel like you haven’t been honest with them before, which is not conducive to building trust.
Step 2: Avoid “Trust Me”
Description:
This step advises against using the phrase “Trust me” when trying to gain a prospect’s trust, as it often has the opposite effect.
Implementation:
- Refrain from telling prospects to “Trust me.”
Specific Details:
- Trust should be earned through actions, not words. Focus on demonstrating trustworthiness through your actions and solutions.
Step 3: Avoid “Sorry to Bother You”
Description:
In this step, you’ll learn not to start a conversation with “Sorry to bother you” as it can diminish your status and authority in the sales process.
Implementation:
- Avoid apologizing for contacting prospects.
Specific Details:
- Apologizing immediately puts you at a lower status, which is not ideal when closing a sale.
Step 4: Avoid “Just Following Up”
Description:
This step advises against using the phrase “Just following up” when reconnecting with prospects, as it may signal a sales pitch and lead to resistance.
Implementation:
- Replace “Just following up” with more direct and purposeful language.
Specific Details:
- Use language that shows genuine interest in the prospect’s needs rather than hinting at a sales pitch.
Step 5: Avoid Using “Buy”
Description:
In this step, you’ll learn to avoid using the word “Buy” when discussing a purchase with prospects to reduce resistance.
Implementation:
- Replace “Buy” with alternative phrases like “Own” or “Take this home with you.”
Specific Details:
- The word “Buy” can trigger negative feelings about spending money, while alternatives may be more appealing.
Step 6: Use Positive Phrases for Encouragement
Description:
This step emphasizes using positive phrases to encourage prospects, making them more receptive to your offers.
Implementation:
- Replace negative or hesitant phrases with positive alternatives.
Specific Details:
- Instead of asking, “Would you like to buy this?” use phrases like “Would you like to own this?” or “Would you like to take advantage of this?” to create a more positive response.
Step 7: Avoid “Contract”
Description:
In this step, you’ll learn to avoid using the word “Contract” when discussing agreements with prospects.
Implementation:
- Replace “Contract” with friendlier terms like “Agreement” or “Paperwork.”
Specific Details:
- These alternative words can make the process feel less intimidating and more approachable for the prospect.
Step 8: Avoid Saying “I Haven’t Heard Back from You”
Description:
This step advises against using phrases like “I haven’t heard back from you” when contacting prospects, as it may create resistance.
Implementation:
- Avoid mentioning that you haven’t heard from the prospect.
- Instead, focus on providing value and making the prospect feel valued.
Specific Details:
- Create a positive experience by offering something of value during your touchpoints, rather than making the prospect feel guilty for not responding.
Step 9: Avoid Using “Individual”
Description:
In this step, you’ll learn to avoid the use of the word “Individual” as it can come across as cold and impersonal.
Implementation:
- Use more casual, conversational terms when addressing prospects.
Specific Details:
- Replace “Individual” with friendlier language that fosters a warmer connection with your prospects.
Step 10: Avoid Comparing with Competitors
Description:
This step advises against directly comparing yourself to competitors and instead focuses on letting prospects draw their conclusions.
Implementation:
- Avoid stating that you are better than your competitors.
- Ask open-ended questions to understand the prospect’s perspective on competitors.
Specific Details:
- Allow prospects to make their judgments based on the value you provide and the questions you ask.
COMPRENHENSIVE CONTENT
Sales Word Choices
When it comes to sales, when it comes to closing, there are words that you wanna use to close, to sell more of your products and services. And there are words that you absolutely want to avoid. Today I wanna teach you something very, very practical. I’m gonna teach you 27 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 salesperson? Comment below. Just to be honest with you. Right, this is the best price that we could give you. To be honest with you or we never give this deal to anybody else. Now, what happens is right after usually to be honest with you, what you are telling the prospect is, well, all the conversation you’ve had up to this point, it’s a lie, right? ‘Cause to be honest with you, it means what? You have not been honest with me this whole time, right? You’ve been lying to me, is this what it is? Or how ’bout this one? To be frank with you. It’s the same idea. Oh, means that you have not been upfront with me? You have not been frank with me this whole time, the last two hours, the last one hour, or since I’ve known you, is that what this is? Don’t use that word.
2. “Trust me,” Have you ever heard of that one? Just trust me on this. Yeah, this is a great deal, just trust me, man. Trust me. Usually, when people have to say, oh, trust me, do you trust them? No, right? It’s like, yeah, I’m a Christian, just trust me. 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 action speaks louder than your words. Your action would show through. Your action would demonstrate if a prospect or someone should trust you or not. So don’t use those words, don’t use trust me.
3. “Sorry to bother you,” Then why the hell are you bothering me? If you feel so sorry about it then just don’t bother me in the first place. Sometimes I get these phone calls. Oh, you know, sir, sorry to bother you. Then don’t call me, don’t bother me. Like, you hang up. Why are you calling me in the first place? Why are you bothering me in the first place? Why are you wasting my time? Before you do anything when it comes to closing in sales, usually the prospect has the power. The closer, the salesperson, doesn’t have the power. In order to close, in order to be more effective as a closer, you wanna flip the table around, right? There’s always one party that has the higher status than the other party. You wanna level that up, right? The minute you are apologizing, before you say anything, before you even propose anything, before you give them any solutions, before you find out if you could help them or not, oh, sorry to bother. You see how that immediately puts you at a lower status. You don’t wanna 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 gonna 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 transact with you, 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 could help them solve a problem. That’s it, right? It’s a value and money exchange. You’re not begging. You don’t need to be apologizing for anything.
4. “Just following up,” Now, as a salesperson have you ever used this before? Are you guilty of using these words? Sir, I’m just following up with you. When we talked like three months ago, we talked last year, I’m just following up. The word follow up, now, you might think, well, what’s wrong with that, Dan? I mean, a lot of people use it. I use it all the time. The problem is this. Think about when someone says that to you. I’m just following up with you. The words follow up, it’s been used for so long by so many salespeople, automatically it triggers a response that oh, you’re trying to sell me something. That’s the problem. Last time you didn’t close me, you didn’t sell me. Now, this time you wanna sell me. Just following up. Oh, I don’t have time for this, right? Think about you. When someone calls you to I wanna follow up with you. Oh, my God, right? No, don’t use the word just following up. Go directly, find out what the problem is. You can ask better, more effective questions. Go watch my other videos. I’ll put a link somewhere here. Watch my other videos on sales and closing, and you will see there’s so many better ways to do this.
5. “Buy,” See, people 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 oh, it’s gonna cost me money, right? Like, I have to spend money, right? So we do love the action, the act of buying, but the word itself triggers oh, when you have to buy something I’m gonna spend money on it. So don’t use the word buy. Do you wanna buy this now? No. Like, oh, like, the minute, even if you kinda wanna buy it, but the word buy just triggers, like, a lot of, like, uh, tension. So instead what should you say? Own. Own. Or take this home with you. So imagine if I’m selling you this, hey, do you wanna buy this? I don’t know. Would you like to take this home with you? Sure, right? I wanna take this home with me. Would you like to own this? Oh, sure. Would you like to take advantage of this? Oh, sure. Would you like to move forward?
Sales Word Choices
Sure, who doesn’t like to move forward, right? You’re moving forward in life. Oh, would you like to buy this? I don’t know, let me think about it. It triggers a lot of resistance. It triggers fear. So would you like to take this home with you? Sure. Like, if you’re selling a car, would you like to take this home with you? Sure. Would you like to buy this expensive luxury car? No. Would you like to sign a five-year lease so you make payments every month? No. Or would you take this home with you? Sure. Simple, here’s the key right there. Now let’s do the paperwork. See how that works?
6. “Contract,” Another word, contract. That’s right, contract. Now, when I say the word contract, what comes to mind? Comment below. Oh my God, I’m signing a contract. It’s like a 20-page document, I’m signing my life away. All right, it feels too serious, it’s too heavy. So instead of saying, “Hey, are you ready to sign this contract with me?” Like, it’s like, “Are you ready to sign your life away?” No. Don’t say contract. Agreement. You see, from contract, agreement. Okay, yeah, we can agree on something. Like, just agree. That’s okay. Like, it feels less intimidating, it feels less pressure. Or I like to use paperwork, right? Instead of hey, would you like to sign this contract? How ’bout we get the paperwork out of the way? You see. Oh, paperwork, yeah, do you like paperwork? I don’t like paperwork. Let’s get it out of the way. Oh, awesome, let’s do that. What does that mean? It means the same thing, you’re signing the contract, you’re signing the agreement. But when you say it, let’s get the paperwork out of the way, oh, yeah, sure, let’s get the paperwork out of the way so we can focus on what’s important. See the difference?
7. “I haven’t heard back from you,” I haven’t heard back from you. Now, it may sound so normal, and a lot of people use it. I haven’t heard back from you in sales, right? But the thing is, when you ask that question, your prospect knows why you have not heard from him or her. Because they don’t want you to contact them or they don’t wanna contact you. They already know it. Why do you say something they already know? Yeah, I have not heard back from you. Yeah, ’cause I’ve been avoiding your call ’cause I did not reply to your texts. Of course I know, right? Why do you bring that up? Automatically it creates resistance between you and the prospect. So don’t use that word. When you contact your prospect, especially the ones who have not converted in the past, when you contact them, don’t make them feel guilty, don’t embarrass them. Instead, add value to what they do. It goes beyond this in today’s video, but add value to what they do. When you make a contact, when you do a touch point, always offer something. Always offer something. Don’t make them feel guilty. Offer something, offer something. And then when they are ready to do business with you, they’ll be like this person has been staying in touch with me for a long time and adding value. Of course I wanna do business with this person. It’s a no-brainer now.
8. “Individual,” Another word that you wanna avoid and that is individual. Is it individual is a very cold, institutional word. It’s very, very cold. Oh, I know you are a busy individual. I know you’re a very successful individual. Do you talk to your friends that way? Hey, do you, individual, do you wanna go watch this movie together? Do you talk to your wife this way, individual, right? You don’t do that. So that’s not how you talk to your friends. That’s not how you talk to the people that you care, right? It’s an institutional word, it’s a very cold phrase. Don’t use it. Use more casual, more conversational words. So eliminate individual from your vocabulary.
9. “We are better than,” Last few words you wanna avoid, and that is we are better than fill in the blank. We are better than our competitor. We are better than ABC company, right? We are better than him, we’re better than her. No, never ever put down your competitor because the minute you do that, you may think well, we are better. We provide better service, we provide better product. Even though that might be true, even that’s a fact, you don’t want to say it because your prospect is thinking oh, of course you’ll say that because you want my sale. You want to close this sale, you wanna make that commission. Even though it is true, you don’t wanna say it. You want your prospect to come to their own conclusions that it is true. So never put down competitors. If anything, I would always praise the competitor. I do the opposite. When someone tells me, well, you know, what makes you better than ABC competitor? I always reply, I never say, oh, we are better than them. We’ve been in business longer, we have more experience, we have better people, we have better quality. Never ever say that. I would say okay, ABC, they’re good people. Have you ever talked to them? Okay, and how do you like them? So what’s stopping you from going with them? You see, I don’t have to put them down. There’s a reason why the prospect is on the phone with you, even up to this point. It means he or she has not made the decision. That’s why they’re on the phone with you. Otherwise they would’ve gone with them already. They have not made a decision, they have not pulled a trigger, it means that they are still looking. You are there on the phone with them, so don’t need to put down competitors. Your prospect is thinking. All you need to do is to demonstrate that you understand their problems and you can solve their problems better than whoever your competitors are. Don’t need to tell it, don’t need to say it. Ask questions and find out.
These are additional words and phrases to avoid in sales conversations to be more effective in closing deals. If you want to learn and understand the exact words that you actually want to use in sales or closing, click the link below and book a time with one of my top students, one of my graduates, one of my closers, so they can answer any questions that you might have. Maybe you want to learn about high-tech closing, maybe just want to refine your closing game, or you’re just looking for a few golden nuggets that will take your game to the next level. Or maybe you’ve never done any sales before but you want to develop a skillset, to develop that self-confidence. Click the link below. Now, this is not a free call. I don’t believe in a free call. There’s a small deposit that you have to pay. When you do that, I know that you are serious. I believe in there’s no skin in the game, there’s no game. So if you’re actually serious about learning from me or learning from my top students click the link below and book a time today.
