Think you’re having a great sales conversation. Then, the dialogue between you and your buyer stalls or stops completely. Words can influence a sale or lose the sale. Avoid using these words that could have your buyers walking away empty-handed.

If

Check how often the word “if” surfaces in your conversations.

“If we sign a contract…”

“If you want to close more sales…”

The word “if” implies the opposite of your intentions. Using the word “when” will increase your close ratio.

“When we sign a contract…”

Tell

Telling your customers about products and services will cause resistance.

“Let me tell you why this is a great service.”

Research shows your brain is wired to resist when you’re told to do something. Think teenagers. The wall of resistance goes up when you’re telling a teen to do something. Follow advice given to writers “show, don’t tell.”

Should

“Should” makes others defensive. Sharing a problem with a complete stranger is hard to do for most people and harder when one feels defensive.

Switching “should” to “could” will make a huge difference when you’re building rapport with your buyers.

But

Buyers hear the word “but” and it becomes a warning bell. “But” negates anything you voiced before it.

“That sounds like a good idea, but…”

“We could do that, but…”

Replace “but” with the word “and” to keep your dialogue moving forward.

No

No one wants to hear the word no, especially a buyer. The word “no” can trigger negative emotions, too. Consider how you can respond using the word “yes.” People love to hear the word “yes,” don’t you?

Consider the power these words have in your sales conversations. Watch for the next five words in the “Words that Sabotage Sales” series.

Need guidance in pinpointing the gap in your sales conversations that can cost you a sale? Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop for your sales teams and non-sales staff. Contact Mj at 724.396.4172 or Mj@RockMoreSales.com.