Try using words that reflect what the client wants to hear in order to close a sale.
Salespeople need to fully realize and understand that in addition to acquiring all of the skills necessary to be successful you also have to use the right words to get your story across. We talk a lot in our training sessions about the need to be genuine in your words and actions. A client call tell if it is a “canned” pitch or if you are using the same pitch over and over again. I recently read an article that put forth 30 words that would kill your sales pitch and I wanted to share a few of my favorites:
BUY
This might sound obvious, but the word buy is destructive. Sure you want people to buy your products and services; however, they don’t want to be blatantly sold to. You have to be very subtle when you use these kinds of action words. Instead of “buy” try using “invest,” because people like to make an investment and don’t want to buy.
PROSPECTS
Do not call your prospects, “prospects.” You don’t want to make them feel that you see them merely as an opportunity. Instead use “future clients.” This will show that you wish to engage in a long-term relationship.
CUSTOMERS
Customers don’t want to be treated like “customers.” Calling them customers will make them feel ordinary. Instead refer to them as “clients.”
PRICE
Using the word “price” may make your client think they can shop around, thereby giving them a reason to delay the sales process. Try using “investment.”
Choosing your words is a talent and takes practice and fine tuning your words specifically to each and every client. Not only will it show your client that you care about them individually it will make your success rate increase immediately. It’s all about being genuine in thought, action and words.