Salespeople are talkers. While graced with the gift of the gab, salespeople, like most of us, are all guilty of overusing certain words and phrases. Whether a matter of habit or not, salespeople in particular are at the mercy of the words they use in their pitch.
What words encourage the sale and which render it lifeless? Which might actually be hurting your pitch rather than enhancing it?
Here are 7 BS words and phrases you should be ditching from your pitch to start closing more business.
“Is now a good time?”
Sending shivers down the spine of any salesperson worth their salt, these 5 simple words instantly put you on the back foot. If your prospect isn’t expecting your call and you’ve never spoken to them before, then you’re handing them an easy out and giving them the chance to say ‘no’ there and then. We’re all busy.
Establish value with your prospect and lead with what value you hope to deliver them.
“Do you have the budget for this?”
Again, you are handing an easy out to your prospect as soon as you ask this question. And you’re opening the door for premature negotiations before you’ve even had a chance: “You’re way more expensive than Davies Inc.”
While a valid question in itself, demonstrating ROI should be your focus. How can you add value to their business? What challenge and pain points can your product or service solve?
If you can demonstrate value to your prospect, the budget should be their last consideration.
“Honestly/In all honesty…”
This will send your prospect’s BS sensors through the roof. If you hadn’t prefaced your next statement with ‘honestly’, would what followed next be a lie?
Don’t give your prospect any reason to think you might be being untruthful.
One of the most condescending words in the English language, ‘basically’ is a sales killer.
Don’t assume your prospect is less intelligent than you are by starting your sentence with it before launching into an explanation about what you’re trying to sell.
“Are you the decision maker?”
Don’t belittle your prospect. If they are the decision maker, you should have done your research and know they are. If they aren’t, you come across as unprepared and you’ll damage your prospect’s ego and your relationship with them.
To boot, purchasing decisions are a much broader company decision today than they have ever been, so there is rarely just one decision maker.
“Let me check with my manager”
One that is likely to feature in the negotiation stage of your sales process, not only does this phrase make it sound like you aren’t trusted enough to make a decision, but it also demands another follow-up once you have had the chance to ‘check with your manager’.
Trust in your ability to negotiate and deliver an appropriate offer and remove this phrase from your vocab for good.
Any jargon EVER
Some salespeople are incredibly adept at dropping every acronym, industry spiel or product jargon into their pitch.
What these jargon junkies are also really good at is alienating their prospects. A lot of people are too proud to ever ask for you to explain a word or acronym so don’t assume your prospect knows the intricacies of your product already.
If you can’t explain the features and benefits of choosing your product or service without using any incomprehensible buzzwords, you don’t know your offering well enough as a salesperson.