Mastering the Power of Words for Bold Sales Success

In sales, how we say something can be even more important than what we say. The words we choose can either build rapport and trust or create barriers and objections. Here are three common phrases to stop saying and three powerful alternatives to use in your sales conversations:

Stop saying: “I hear what you’re saying, but...”

Start saying: “I hear what you’re saying, and...”

Using “but” after acknowledging a customer’s perspective can come across as dismissive and negates the validity of their point. Instead, use “and” to show that you are genuinely listening and willing to consider their input. It creates a sense of collaboration and openness in the conversation.

Stop saying: “Do you think?”

Start saying: “Is it safe to say?"

Asking “Do you think?” can put customers on the spot and make them feel pressured to provide a specific answer. Instead, use a more neutral and confident phrase like “Is it safe to say?” This allows customers to express their opinion without feeling obligated to provide a certain response.

Stop saying: “Do you think that if you had this (new home, new loan, etc.) it would improve life for your family?”

Start saying: "How do you think having this (new home, new loan, etc.) would improve life for your family?"

Asking “Do you think that if...” can sound hypothetical and may not engage customers emotionally. Instead, ask “How do you think having...” which prompts customers to envision the benefits of your product or service in their own words. It encourages them to reflect on the positive impact, making it more personal and compelling.

In conclusion, the words we choose in our sales conversations matter. By being mindful of our language and using powerful alternatives, we can build stronger connections with customers, foster trust, and ultimately drive more successful sales outcomes. So, let’s strive to eliminate common phrases that may hinder our sales efforts and embrace bold and impactful language for sales success this year!