If there's one thing we know, it's that salespeople are talkers. We can say from experience because our sales team here at New Breed is a talkative bunch. All day we can hear them in the conference rooms, we can hear them in the kitchen, we can even hear them talking in the hall sometimes. Just talking, talking, talking.
So with all those words swirling around in your head, how do you always know the right thing to say? What words encourage the sale and what words are you using that could actually be hurting your sales pitch? Wouldn't it just be easier if you had a list of those bad words so you could be sure you keep them out of your head?
Well today you're in luck! We're sharing a list of 25 words you should be avoiding in your next sales pitch. Some of these words may seem obvious, we think there are some in here that will be a little bit of a surprise. So let's have a look and then go close some deal!
1. Honesty
It implies that everything you have said before isn't truthful.
2. Contract
Contracts seem very final, instead say something like "agreements".
3. Buy
Instead of "buy", try "own" in order to show the end value of purchase. Your buyer isn't just throwing money out the window, they're exchanging in order to own your product.
4. Problem
When you hear this word, the immediate reaction is negative, use "challenge" instead.
5. Prospects
Call your leads "future clients" instead.
6. Hope
It shows that you're not sure, so why would they be? Be 100% behind what you're selling.
7. Don't
Using any negative when you're referring to your product or service is a no.
8. Obviously
Some people may take this as a condescending word, as in they're not smart enough to understand.
9. Quota
It implies you're just trying to close the deal to hit your numbers and don't actually care about solving for their challenge.
10. Maybe
Again, you need to be confident in your sales pitch, so using words like maybe don't help your cause.
11. Cheap
You need to position what you're selling as valuable (even if you think it's cheap) or you'll never close the deal.
12. Cost
This could make them feel like there are other options, use "total investment" instead.
13. Perhaps
Just like "maybe" you don't want to sound wishy-washy in your sales pitch or next steps.
14. Guarantee
A guarantee doesn't really mean anything, instead use the stronger word, "warranty".
15. Discount
This can devalue your entire deal, so refrain from using this whenever possible.
16. Cheaper
Great, now someone can find what you're selling at a lower rate? Not what you want.
17. Competitor
Don't bring up your competitors, position your product or service in a way that shows your buyer it meets their needs and will exceed their expectations.
18. Price
"Price" may make them think they can shop around, again here use "investment" instead.
19. Forbidden
What a terribly negative word. This goes without saying, just don't use it.
20. Objections
Use "areas of concern" instead.
21. Sign or Signature
Rather than asking them to "sign" a document, ask for their approval instead.
22. Commission
Everyone knows salespeople are working for themselves, but don't make it blatantly obvious that you're going to make money off the sale.
23. Pitch
A pitch is too salesy, instead refer to it as your presentation.
24. Customers
Instead call them "clients" or "people we serve".
25. Advice
Not everyone is looking for advice. Instead, say that you or another client "had a similar experience in the past".
Sources: Inc.com, LinkedIn, Alen Mayer, Sales Coach AZ
Topics: Inbound Sales
