#042 – 10 Worst Words To Use On Sales Calls
Hello, fellow sales enthusiasts! Whether you’re a seasoned professional or just starting out in the world of sales, you know that the words you choose during a sales call can make or break the conversation. Certain words can unintentionally create barriers, foster mistrust, or simply turn off potential clients.
In this article, we’ll explore the ten worst words to use on sales calls, why they can be detrimental, and what you can say instead to foster positive, productive conversations. Let’s dive in and refine our sales call language to drive better results and build stronger client relationships!
1. “Contract”
The word “contract” can sound intimidating and binding, often causing prospects to hesitate or feel pressured. It implies a legal obligation that might scare potential clients away, particularly if they’re not ready to commit.
What to Say Instead: Use softer terms like “agreement” or “proposal.” For example, “Let’s discuss the agreement details to ensure it meets your needs” sounds more collaborative and less daunting than “Let’s review the contract.”
2. “Price”
Bringing up “price” early in the conversation can make prospects focus on cost rather than value. It can shift the discussion away from the benefits of your product or service and lead to price objections.
What to Say Instead: Use terms like “investment” or “value.” For example, “The investment for this solution is…” emphasizes the value and returns they’ll get, rather than just the cost.
3. “Cheap”
Describing your product or service as “cheap” can undermine its value and quality. It may lead prospects to question the efficacy or durability of what you’re offering.
What to Say Instead: Use words like “affordable” or “cost-effective.” For example, “Our solution is a cost-effective way to enhance your operations” highlights the value while maintaining a positive perception of quality.
4. “Honestly”
Using “honestly” or similar phrases can inadvertently imply that you might not always be truthful. It can raise questions about your credibility and honesty in other parts of the conversation.
What to Say Instead: Just state your points directly and confidently. For instance, instead of saying “Honestly, this is the best option,” simply say, “This is the best option for your needs.”
5. “Obviously”
Saying “obviously” can come off as condescending or dismissive, suggesting that the prospect should already know something, which might not always be the case.
What to Say Instead: Use inclusive language like “As you might know” or “It’s important to note.” For example, “It’s important to note that our solution integrates seamlessly with your current system” is more informative and respectful.
6. “Problem”
Highlighting a “problem” can make the prospect feel negative about their current situation. It can also make them defensive if they feel you’re criticizing their current setup.
What to Say Instead: Use terms like “challenge” or “opportunity.” For example, “We see a great opportunity to streamline your workflow” focuses on the positive aspects of improvement rather than a negative issue.
7. “Sign”
The word “sign” can make prospects feel pressured into making a commitment. It emphasizes the act of entering into a legal agreement, which can be off-putting.
What to Say Instead: Use phrases like “get started” or “move forward.” For instance, “Let’s move forward with the next steps” feels more like a collaborative decision than “Please sign the contract.”
8. “Maybe”
Using “maybe” can convey uncertainty and a lack of confidence in your offering. It can make prospects doubt your commitment or the efficacy of your solution.
What to Say Instead: Use definitive language like “I believe” or “I’m confident.” For example, “I’m confident that our solution will meet your needs” is much more reassuring than “Maybe our solution will work for you.”
9. “Try”
Suggesting that prospects should “try” your product can make it seem like you’re not fully confident in its capabilities. It implies a lack of commitment from both sides.
What to Say Instead: Use more assertive language like “experience” or “benefit from.” For instance, “You’ll experience significant improvements with our solution” conveys certainty and positive outcomes compared to “You should try our solution.”
10. “Need”
Telling a prospect that they “need” something can come across as presumptive and pushy. It can make them feel like you’re imposing your views on them rather than understanding their actual needs.
What to Say Instead: Use softer language like “could benefit from” or “might find value in.” For example, “You might find value in our new feature” is more inviting and considerate than “You need our new feature.”
Conclusion
The words we choose during sales calls carry significant weight and can greatly influence the outcome of the conversation. By being mindful of the language we use, we can avoid creating unnecessary barriers and instead foster positive, productive interactions with prospects. Replacing potentially off-putting words with more engaging and positive alternatives helps build trust, rapport, and ultimately leads to better sales outcomes.
Remember, effective communication is key to successful sales, so let’s refine our approach and create conversations that resonate with and inspire our prospects. Share these tips with your network on social media and let’s continue to improve our sales communication together!
Cheers,
Diego Mangabeira
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