Free Sales Articles
Free Sales Articles is about the language you use during
a sales call.
It's titled the Ultimate
The ultimate selling
resource may not be what you think it is.
Is there anything
more powerful than the words you use? In sales, you use words to get appointments,
to build rapport, to ask really good questions, to present your products/services,
to resolve potential customer concerns and to secure a customer's commitment.
The words you use
during a sales call originate from one of two sources. They are either totally
improvised or carefully prepared in advance. Both choices may good; one however
is always better. Improvisation certainly has its place in sales and so does
preparation. Being prepared will always sound better when you're talking with
a sales prospect!
Here are several
examples of common phrases that are terminally weak. This is a great sales tip
especially when you're selling big ticket products.
"In my own mind..."
"I was wondering..."
"I agree with
"I'm going to
be in your area..."
"Did you get
my proposal ... did you have a chance to read it, what do you think?"
Here are more words
that I encourage you to avoid.
cost, and the word but. One of the reasons, salespeople get beat up on the pricing
issue is because you talk about it so much. Try going an entire day without
saying these words. A really good alternative, if appropriate, is the word investment.
Here is another selling
tip for you. Whenever you respond to the infamous customer question, "how
much does it cost," respond with the number only. For example, instead
of saying $2900 (dollars) simply say “2900,” it sounds smaller.
An even better response
to that question is "it depends." Usually, after hearing “it
depends” your customers will ask "it depends on what?" You are
now in a position to tell your customers “it depends” on what other
products they’re buying, their answers to a few questions, or anything
else you would like to say “it depends” on.
use these words to sound more professional.
Return on investment
More than anything
else, the words you use in front of a customer signal amateur or professional.
Choose your words
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