We talk a lot about what to say during a sales call, but sometimes we forget some basic advice for what not to say. Consider those times you’ve hung up on a call that just didn’t go well — is it possible you said something that turned the prospect off? These are some of the most common phrases to avoid:
“To be honest with you…”
“Honestly…”
“To tell you the truth…”
We’ve probably all used these phrases when chatting with a friend or a colleague, but these are major no-nos to use in talking with a prospect. Why? Any variation of these phrases implies that you were lying before, but now you’re going to tell the truth. Is that really what you want to imply to a prospect? Don’t come across as deceptive.
“We can help…”
You may think you’re being kind, offering to help a prospect do something better or different from their current process. But offering help suggests that they are in need of help; it suggests what they are doing is wrong or something needs to be fixed. This can easily offend a prospect and turn them off from what you are saying. Instead, give concrete examples about how you have worked with a similar client to achieve a specific improvement, i.e. “Let me tell you about how we helped XYZ company realize significant cost savings…”
“Those guys don’t know what they’re doing.”
Don’t be that person talking poorly of the competition. Instead, if a prospect tells you that they are currently working with a competitor, or their product needs are being met by a competitor, ask questions about the prospect’s experience. For example, “Nobody’s perfect. If you could change one thing about your current experience, what would it be?” When you receive an answer, use it as an opportunity to dig deeper: “Why is this important to you?” Instead of talking down about the competition, highlight what you might be able to do differently for them.
“If I were you…”
Danger, danger! In many cases, the prospect really doesn’t know you at all. You have no credibility to them. So why would they care what you think? Always bring the conversation back to real success stories. Give examples involving your current or past clients to tie your recommendations back to real, proven successes. Frame this as, “Here’s what some of our most successful clients are doing.”
“I don’t want to waste your time.”
“Sorry to bother you again.”
Don’t demean yourself or your message by starting the conversation this way. You want to respect and value the prospect’s time. Both of these phrases, whether you intend them to or not, frame your message in a negative way.
“Are you the decision maker?”
Asking this point blank is abrupt and can be insulting. Instead, engage the prospect in a conversation around what making the decision to buy would look like. Who would be involved in making this decision? What would that decision process involve?
Looking for more guidance to improve your sales calls? Contact the experienced team at Company 119. We build sophisticated sales and marketing systems that bring predictability to your sales and dramatically reduce time spent chasing cold leads.
