Let’s dive deep into specific expressions and terminologies that have proven to hinder sales. Both from firsthand experiences and insights from seasoned sales experts, we’ve gathered these points:
Immediate Conversation Stoppers
Avoid casual queries that you might use in informal settings or with acquaintances, especially during initial interactions:
- “Can we talk now?”
- “Got a minute?”
- Pro-tip: Start strong. Say hello, state your name, and jump right into the conversation.
Downplaying Your Role
- “I’m offering this to you”
- “Can I question?”
- “Sorry to intrude”
- “Would our offer intrigue you?”
- The balance in a sales conversation should be maintained. It’s not about hard-selling but presenting a value proposition that elevates the consumer’s experience. By undercutting your position, you might appear too pushy.
Personal Biases
- “I personally find this perfect”
- “It’s quite a good deal”
- “You should definitely try this”
- “Overall, it’s a good choice”
- Speaking from a personal perspective might not always resonate. Until a trust bond is formed, try to stay neutral. Don’t stress on “I”, but emphasize the product’s merits.
- Draw on external reviews and underline the tangible perks of your offering.
Questioning Your Expertise
- “I’m unsure”
- “Can’t comment on that”
- “I’m unable to assist”
- Representing your brand, you should come across as knowledgeable. If confronted with a challenging question, tactfully steer the conversation or pause briefly if it’s pivotal.
- To stay ahead, draft responses for potential concerns. Structure it as a Q&A model, with both rebuttals and follow-up queries.
Showing Overconfidence
- “You’ve misunderstood”
- “That’s not accurate”
- “Actually, it’s different”
- Misconceptions are natural, especially when the consumer isn’t a domain expert. As a salesperson, your goal is to realign their understanding, but with finesse.
- For instance: “Several firms might see it that way, but our extensive 12-year journey with over 220 successful projects allows us to assert that…”
Avoiding Unfocused Talk
When laying out scripts, begin by mapping out features against benefits. Distill your company’s strong points into clear customer advantages. A well-prepared presentation acts as a foundation, addressing queries and setting the stage for the next steps.
Reaching an Impasse
- “Don’t you wish to buy?”
- “When should we reconnect?”
- “Need more time to ponder?”
- “Finding our deal appealing?”
Such questions make it easy for the customer to decline. In the deal-closing phase, opt for questions that nudge a decision:
- “Would you prefer card or cash?”
- “Opting for home delivery or store collection?”
- “Where can we forward the bill?”
In the sales arena, your choice of words can make or break the deal. Steer clear of these pitfalls and watch your sales engagements thrive!
