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.
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 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.