Every once in awhile, it’s not what you say that matters – it’s how you say it. Then there are times when what you say matters – really matters. Sometimes you know it immediately, “Oh no, shouldn’t have said that.” “Why did I just say that?” “Uh oh, I can’t take that one back.”
A bigger problem arises when you say things the same way every time. Things you think you should say. Things that make sense to you. But these things could give your prospect the wrong impression. They could distract your prospect. They could have your prospect questioning herself.
Rarely are these words or phrases gigantically wrong. They are buried in a conversation. they are small things. Small things that can mean a lot in sales.
Here is a list of words you shouldn’t say in sales. Do your best to replace them with the other list. Again, they may not smack you in the face as incredibly wrong – the difference is subtle. However, these Subtle differences can mean the difference between winning & losing.
Don’t Say:
- Contract
- Cost or price
- Down payment
- Buy
- Sell
- Sign
- Deal
- Problem
- Objection
- Customer
- Cheaper
- Appointment
- Prospect
- Commission
- More expensive
Say:
- Agreement or paperwork
- Initial investment
- Agreement or paperwork
- Own
- Get involved
- Okay, approve, authorize
- Opportunity or transaction
- Challenge
- Area or concern
- People/Companies we serve
- More economical
- Visit
- Opportunity
- Fee for service
- Better value
You don’t say…
