Effective Sales Phrases
I'd want to talk about the sales language that gets results.
The immortal words of Rudyard Kipling, "Words are the most powerful drug used by mankind," cannot be ignored.
The most powerful word is, without a doubt, YOU. Instead of using "I," try saying "you" more frequently in your sales discussions. I know I've said it before, but the key is to put yourself in the client's shoes, but I'm sure you already know that.
I would like to go over some vocabulary with you that will help you influence the ideas of your prospect more effectively when you speak.
Alright, so you've gotten to know your customer or prospect and found an issue they're facing that your solution could solve.
At this stage of the sales process, the goal is to influence the mental models that your buyer is using. The linguistic pattern I'm about to reveal will direct your client's attention exactly where you want it to go and almost coerce them into believing your claims. Just for a second, think about how helpful it would be if something were easy for you to do.
These are the influential words:
Of course...
With relative ease
No cap
Aware
Get it done
Work history
Prior to
While the
Following that,
In addition to
Expand
After that,
And
As
Reasons for
Because
Right now
Stop
I know what you're thinking: what makes these words unique?
Well, if you follow the rule below, they become much more strong.
Word order is critical; adverbs come before verbs and adjectives come before nouns.
I have condensed this list to assist you concentrate on the goal at hand, which is to learn how to utilize these terms in your sales language; nevertheless, please keep in mind that the words provided are only examples of the types of words you can use. After you've done that, you'll notice that you begin to include related words into your speech without even trying.
Allow me to jump right into a few instances where these words have been used effectively.
Tell me something I've never said before.
"Would you be open to switching from your present provider to ours?"
Your prospect is free to respond with a simple "No!" to that query. No way.
Is it possible to discuss
"Then how would you go about switching to us from your present provider?"
Now you're getting your client to think about what you want them to think about (how they could use your service or product), but you're also giving them the option to mention that they're unsure of how.
How about the following sentence?
"What is the level of difficulty in switching from your present supplier to ours?"
Right now, what's on your customer's mind?
Focusing on how simple the transition might be rather than on whether or not they were capable of making the move. "It would not be very easy" is still an acceptable response, but they should be aware that the term "easy" is likely to appear again.
Take note that I did not also mention,
"How would you go about switching from your present provider to us?"
Why? Because your client would immediately start thinking about ways to implement the change, even before they heard the word "easy" (assuming they heard it at all).
Its impact is profound despite its subtlety.
Additional examples of phrases utilizing these terms are available to you.
"Have you seen how straightforward it would be to use our enhanced raw material to create a consistent product?"
"Of course, there are plenty of reasons to move forward right now, even if you can only perceive a fraction of the boundless advantages our product offers."
When used in conjunction with one another, these "power words" amp up their impact even further. Your prospect's conscious mind will have a tougher time avoiding the inferences forced by these terms the more often you utilize them in a phrase.
"As you start to internalize this knowledge, you'll see how it can effortlessly enhance your communication to new heights of effectiveness." (Maybe this line is a little dramatic?)
"Have you considered all the ways our product could improve your production process?" (What this means is that you will eventually learn about all the advantages.)
"You won't believe how much better your final product will be after you try our product out in your plant." "I'm going to give this product a go," it says, suggesting that you'll see how it improves your production.
Additional examples are provided here.
"Of course, when you see how our product can help you reach your goals faster and more efficiently, you'll start to fantasize about all the great things that are possible with our assistance" (Whew!).
“Once you put our product to the test, you'll truly appreciate all of its advantages.” since it is implied that they will make use of the product and that it offers multiple advantages.
"Allow me to share some information that might be useful before you prioritize the numerous advantages of our product in making a purchase decision." (It is implied that our product has numerous advantages, and that they will choose one that is significant to them.)
"After you start using our service for a while, you'll probably start to notice all the ways we outdo the competition." (The implication being that they will make use of the service, which is superior to the competition in more ways than one.)
How much of this have you understood up to this point? You can feel the energy and life coming from your words, and you can only imagine how much better your communication will be once you've perfected their use. Is this the kind of thing you should work on?
"Out of all the great things our service has to offer, which ones do you think will be most helpful to you?"
"What do you think is the most efficient way for us to take our business partnership to the next level as you increase the variety of products you purchase from us and our collaboration grows beyond its current scope?"
I won't repeat myself as I have covered the importance of the word "because" in YourSalesSuccess edition #2.
Because of this, the word "cause" can serve a similar purpose in numerous contexts. "As" and "And" are also examples of "cause and effect statements," as are these verbs. Here are a few instances.
"The act of uttering those words makes you realize why you already reject them as false." (They will always second-guess themselves whenever they say it.)
"Once you begin to absorb the data we've given you, you'll see how our product can improve your workflow."
"Now" and "Stop" are the last two words on our list, and they are actually very effective orders. Speak these words with more volume and a lower voice tone for maximum effect. When you say "Stop," it's helpful to really stop talking. As shown below. (Highlight the highlighted words.)
The work required to transition to our solution is something you may be thinking about. It is my sincere hope that you will take a moment to reflect on the numerous ways in which our product can improve your production process and ultimately your bottom line.
We've gone back and forth on this agreement several times; maybe now is the time to figure out how to make it easy for both of us to close the transaction. At least to me, that makes sense.
What is the best way to use these impactful words when speaking?
To hone your skills, try crafting out phrases using these terms.
Practice this way.
To begin, consider an upcoming sales call in particular.
Next, consider some of the points you intend to bring up in that meeting.
(Consider going through the meeting mentally.)
Make a note of what you would say.
Put the strong words into the new sentences.
In the list up there, you can see that the power words are all in one place. Try to weave the power words into the phrases you would have spoken for each group separately.
(This could feel awkward at first, but remember how much better off you were in the end after going through the process of learning all those new skills?)
Instead of just adding the words, rephrase the statement.
Devote a page to each category.
Subsequently, modify the phrases such that you are free to use the power words anywhere you like. Cram them full to the brim!
You will probably find that you become much more comfortable and natural when using the power phrases if you complete this exercise once day for a month or for one sales call every day.
This issue's trajectory may have been puzzling to you. What a valuable set of words this would be. As you ponder this, you might find yourself genuinely looking forward to what the future brings. You'll start to grasp how these words can be seamlessly integrated into your sales language, enabling you to improve your results and overcome sales limitations you encountered before mastering the art of influencing customers' thoughts through language. Your enthusiasm for honing your power word skills will grow as you start to comprehend how quickly and effortlessly your sales outcomes will increase. Right now...
Have fun honing your skills.
I hope your sales are booming.
Get in touch with me through my website's coaching page if you're keen on expanding your sales knowledge.
Oh my goodness!
