7 Phrases in Every Sales Master's Vocabulary
Getting a sale is not an accident. It is not all about luck. That is a ridiculous myth that has come into circulation by those who want to validate their lack of success.
The fact is, Sales Masters are focused. They are driven. And they use their language very intentionally. The phrases below are just some of the tools that some of the most successful Sales Masters employ to get more deals:
“Mr Customer, my role is to ensure you have all the information”
This one is a great diffuser when a prospect becomes defensive or exhibits signs that they feel too pressured. Keeping it cool and calm and maintaining a role as an educator and advisor can be a very powerful response to this.
“I can appreciate that...”
It’s important to see things from the prospect’s perspective. By using this phrase, for example “I can appreciate that you didn’t intend on purchasing today”, your customer knows that you’re seeking to understand their situation.
“Sensational”
It doesn’t have to be ‘sensational’. It might be ‘fantastic’, ‘awesome’, ‘good’, ‘fabulous’, ‘great’: The point of this one is that you should always keep it positive! Using positive language to frame the process keeps it light, supports a better customer experience and maximizes chances of a mutually beneficial outcome.
“What are your thoughts?”
Asking a customers opinion throughout is important to ensure you are in a dialogue and not a performance. Remember: Ultimately this process is about the customer, not you!
“You can see how that would be of value for your business, can’t you?”
This one is similar to #4, but here we are asking a closed question. These questions can be used as a way to put our customer in ‘buying mode’, because we insinuate that the answer to the question is yes, and if you’ve done well up until this point that is the answer you will receive. This kind of question is also a great tool to check that you’re on track.
“Why?”
One of the most powerful words in the English language, there is an old proverb that says we should ask ‘why’ three times to any question in order to find the real answer. As a salesperson’s tool, asking why can help you understand more about your customer at the qualifying stage and the objection handling/closing stage.
“Would you like to go ahead with the order?”
You all know me well enough by now. Sales Masters don’t sit around waiting. They ask for the sale. Just do it.
Make Today the Day,
Sonia
This blog post was originally posted on my training website, Statusone.com.au, on Dec 5, 2016. I have since been moving some of my favourite blog posts from there over to here, as this is now my ‘content hub’ and I want you to have access to some of the cool stuff I’ve written about before. You can still check out the Status One site if you’re interested in corporate training if you want. Also, don’t forget to sign up for the newsletter below for updates and weekly exclusive content.