How Open-Minded Are You About…
How to shift the odds in your favor when selling anything with a few simple words. “How open-minded are you about…”
Words Salespeople Need to Master
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 following are a few sets of powerful words that every salesperson should learn to use during the sales process.
What Do You Know About
How to overcome a prospect’s resistance to change by making them question what they considered certain and create doubt in their mind with a few simple words. “What do you know about”
When would be a good time?
When you meet a prospect that would benefit from what you have to sell, don’t pitch them in the moment. To avoid the deal killer, I’m too busy, to use the phrase “When would be a good time?”. This presupposes there is a good time.
“Just Imagine”
Decisions are based on Images. Your job as a salesperson is to inject those images into a prospect’s head by using a story that starts with the words “Just Imagine”
You have three options
Prospects are paralyzed but options. Stack the odds in your favor by providing three options, with your favored option being the last and making it easy to except.
I’m guessing that you have not got around to
When a client misses a deadline, allow them to save face by sharing, I’m guessing that you have not got around to
I’m Not Sure Its for You But,
How to overcome the fear of rejection in sales but using an opening that is rejection free. I’m not sure it’s for you, but,
There are two types of people
To get a prospect to commit to your offer, tell them there are two types of people, one they want to be associated with and includes your offer, and the other they would never want to be associated with.
Related link:
https://stevebizblog.com/the-truth-about-how-motivated-blindness-affects-business-decisions/
If…You…Then…” Sandwich,
“The If…You…Then…” Sandwich conditional statement sandwich is well ingrained in the human psyche, and salespeople know how to leverage this habit to get prospects to buy.
Don’t Worry…
Great sales people know how to provide instant relief to nervous and uncertain prospects with the simple phrase Don’t Worry…
Most People…
Every prospect knows there is safety in numbers and feels that they are like most people. So great salespeople provide social proof by introducing the phrase “Most People…” when they pitch their solution.
What happens next is…
Prospects are biased toward inaction. Salespeople need to take control and tell the prospect, “What happens next is…” and follow that up with a question to test the prospect’s readiness.
What makes you say that?
What makes you say that? “When a prospect raises an objection, it’s usually to avoid making a decision. Don’t take the bait and loss control of the sales process by defending your solution. Instead, keep control of the process by asking, “What makes you say that?” until you uncover the real root of their concerns.
Before you make up your mind…
When you see the signs of a “No” to your offering coming from a prospect, change tactics from trying to get to “Yes to a Maybe” with the phrase, “Before you make up your mind…”
If I can…Will you…”Sandwich
Prospects will remove themselves from having to say “No” by blaming external barriers. Isolate the barrier and use it in an “If I Can… Will you…” sandwich to move the deal forward.
…Enough?
When quantities are involved in a purchase, lead the prospect to reach a little higher by selecting a quantity that is just a bit more than they might choose on their own and ending your quantity offer with the word …Enough?
Just one more thing…
When a prospect says “No” to your offer, there still is a chance for a down-sell. Start to leave the meeting, and just when they think they got off the hook and their guard is down, stop by the door and say, “Just one more thing…” You just might salvage a dead sale.
Just out of curiosity…
When a prospect says they need to “Think about it” or says, “I’m not ready,” don’t accept this vague response. Get to the heart of their issue by asking a “Just out of curiosity…” question and make them fill in the dead air space.