When making sales, there is a fine line between being too pushy and being assertive enough to convince a prospect to make a purchase. The words that you use as a salesperson can have a huge impact on how a prospect responds. Phil M Jones is a master of influential communication. He wrote a book called Exactly What to Say: The Magic Words for Influence and Impact that I have read several times. The following are a few sets of powerful words that every salesperson should use during the sales process to get a prospect to consider their offer:
“I’m not sure if it’s for you, but…”
When it comes to sales, one of the biggest fears of most small business owners and salespeople is the fear of rejection. There’s a simple way to actually create an opening statement that is rejection free by using the powerful words, “I’m not sure if it’s for you, but…” and then inserting your message.
Now, the beautiful thing about this powerful set of words is that there is really no pressure on the prospect because you’ve already made it very clear that it may not be for them; therefore, they don’t have to do what you recommend. However, the phrase also creates a bit of intrigue with the word “but.”
We are all aware of what comes after the word “but.” We often hear things like, “Hey, Steve, you are a great employee, but.” The word “but” tells our subconscious mind that it better listen because something very important will be said after the word “but.”
The powerful words “I’m not sure if it’s for you, but…” also signal that some type of a decision must be made. As a result, this simple set of words causes a prospect to take pause and consider what you have to say.
A couple of ways you might think about using the powerful words “I’m not sure if it’s for you, but…” could be:
I’m not sure if it’s for you, but do you know anyone who might be interested in our product?
I’m not sure if it’s for you, but this option is only available this month, and I would really hate to see you miss out.
So, if you want to have a great opening line as a small business owner or salesperson that is relatively rejection-free, think about using this opening line, “I’m not sure if it’s for you, but.”
“How open-minded are you about…”
When it comes to sales, the prospect’s subconscious mind is a very powerful playground to play in. A couple of words can play on a prospect’s subconscious to dramatically shift the odds in your favor and get them to consider your offering. The powerful words “How open-minded are you about…” is so powerful because by using those words, the individual is forced to choose one of two options, being open-minded or closed-minded. Nobody wants to be associated with being considered closed-minded, so being open-minded is the only option.
The powerful words “How open-minded are you about…” when used as the preamble to your offering, creates an obligation in a prospect to at least give your idea a shot. Since most prospects see themselves as being open-minded, they will generally feel obligated to respond that they are open-minded and will give your offer a try.
A couple of ways you might think about using the powerful words “How open-minded are you about…” could be:
How open-minded are you about trying this alternative?
How open-minded are you about giving our solution a chance?
How open-minded are you about increasing your sales?
How open-minded are you about working together?
The concept of being open-minded gives the prospect very little latitude to basically say no because by saying no, they are essentially saying that they consider themselves to be closed-minded and that nobody wants to be associated with that attitude.
“How would you feel if…”
For anybody to change, they need to be motivated. A person’s feelings drive their motivations. The powerful words “How would you feel if…” are so powerful because they deal with feelings and emotions.
Most of the time, motivation comes from either wanting to avoid a loss or achieving some type of potential gain. Using the powerful words “How would you feel if…” allows the prospect to time travel to a place of either positive or negative feelings. These feelings will help to motivate them. We want to create a condition for some type of future scenario that business owners and salespeople create when they complete the phrase.
A couple of ways you might think about using the powerful words “How would you feel if…” could be:
How would you feel if our solution allowed you to leapfrog your competition? (Gain)
How would you feel if your competitor started stealing your best customers? (Loss)
How would you feel if we could turn your business around? (Gain)
How would you feel if your business failed because you failed to act? (Loss)
How would you feel if all your debts were paid in full by this time next year? (Gain)
The powerful words “How would you feel if…” are very powerful because they tap into the prospect’s emotions and feelings.
“Just Imagine…”
The decisions we make as human beings are based on the images that we see in our minds. Your job as a business owner and salesperson is to place those images into your prospect’s mind. The best way to create that image is to create a story because stories create images in our minds.
The powerful words “Just imagine…” is the adult version of “Once upon a time…” The phrase “Just imagine…” opens the brain’s image viewer. As a business owner or salesperson, you want to create an image that either moves the prospect away from something bad or towards something good.
A couple of ways you might think about using the powerful words “Just imagine…” could be:
Just imagine how successful your business will be once you implement our solution. (Good)
Just imagine how you would feel if you missed out on this great opportunity. (Bad)
Just imagine the look on your kids’ faces when you tell them you scored that big deal and you are taking them to Disney World. (Good)
Let the prospect do the hard work. Your job is just to give them a glimpse of the image so they can fill in the details.
How can you use these four sets of powerful words in your next sales call?
