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The impact of language on sales outcomes varies depending on context, audience and delivery. Nonetheless, there are particular words and phrases that most certainly have a negative connotation or unnecessarily impede the sales process.
If you're a salesperson, it's important to be mindful of the language you use during a sales conversation. Here are a few phrases to avoid and why:
𝟭. "𝗛𝗼𝗻𝗲𝘀𝘁𝗹𝘆": When the word "honestly" is used in a sales conversation, it raises doubts about the truthfulness of the statement that follows, or anything that was said previously to that. Try starting your sentence with something like "My experience has shown me" instead.
𝟮. "𝗬𝗼𝘂 𝘀𝗵𝗼𝘂𝗹𝗱": This phrase can come across as arrogant or bossy, potentially putting the prospect/customer on the defensive. Instead, try to understand their needs and challenges before making any suggestions.
𝟯. "𝗕𝘂𝘁": One of the quickest ways to sound insincere is to acknowledge what your prospect/customer says and then continue with "but...". It may create a perception of disagreement which may make them feel that their concerns or objections are being dismissed or invalidated. Try using "and" to connect ideas or "on the other hand" to introduce contrasting points.
𝟰. "𝗔𝗿𝗲 𝘆𝗼𝘂 𝘁𝗵𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿?": In today's business world, there is often more than one decision maker, so this question may come across as behind the times. Instead, ask how the decision making process is made, and who is involved, to lead to a better outcome.
𝟱. 𝗔𝗰𝗿𝗼𝗻𝘆𝗺𝘀: When possible, avoid using acronyms or industry jargon altogether. This can create a barrier to communication and make it difficult for your prospect/customer to fully understand your message.
If you're struggling to recruit high-performing sales professionals, build a sales team & structure for growth, or need a fractional sales leader so you can focus on running your business, feel free to direct message me here to schedule a free consultation, or email me at dflynn@skyhawksales.com.