With 30 years of experience, I can say confidently that no one thing can kill a deal. However, some words and phrases slash your chance of making real money in sales. This article will list them below and explain why they limit your closing ability — plus what to do instead…
Sales Words to NEVER Use
Before I get into “the List,” we gotta discuss something that might be sabotaging anything you say…
YOUR FACIAL EXPRESSIONS AND BODY LANGUAGE.
In sales, your demeanor can be more important than the words you say to your customers. That is proven when you consider situations where you must use the hard sell.
A great attitude is the foundation of a smooth sales process — and ultimately, your success in closing deals.
Practice your sales scripts in front of a mirror or camera to ensure you’re exuding positivity. Once you have that handled, we can worry about what not to say…
Profanity of ANY Kind
This first category of sales words to nix from your vocabulary should be obvious. But, you would be surprised what you hear — especially in more casual settings.
NONETHELESS, DON’T CURSE WHEN YOU’RE AROUND OR SPEAKING TO PROSPECTS.
You know it’s unprofessional, so don’t do it. A rule of thumb is if you wouldn’t use a word when talking to your mother, don’t use it with a buyer.
No
The idea of telling a customer, “no,” is insane to me. The role of a salesperson is to provide service and solutions to clientele.
THAT DOESN’T MEAN THAT THE CUSTOMER IS ALWAYS RIGHT.
Nevertheless, there are ways to communicate that without a harsh stop. Drop this two-letter word from your sales presentations, and you’ll hear, “yes,” more often…
“I Disagree”
I am telling you right now that this phrase is a deal-killer. By nature, it violates the number one rule of selling…
This phrase immediately breaks down any rapport you have between yourself and the prospect. If you plan on making sales your career, you’re better off forgetting this phrase exists.
Competitive
Let me ask you a question…
WOULD YOU WANT ANYTHING THAT’S COMPETITIVE OR WOULD YOU RATHER HAVE SOMETHING GREAT?
I thought so. The buyers you talk to every day feel the same way. No one is going to part with their cash for something ordinary.
You should be your product’s number-one fan. Therefore, this word has no use in your sales or anywhere else.
Good Deal
The phrase “good deal” suffers the same issue as the sales word above…
IT OOZES MEDIOCRITY.
Sure, getting a good deal sounds fine. But you are selling yourself and your offer short when you say it.
People want to believe that they are getting more than their money’s worth when they purchase anything. Which is why this phrase must be added to your Blacklist.
“We Can’t Do That”
Even though this phrase is so common in sales settings, it shouldn’t escape your lips — even during price disputes.
There is something that even veteran salespeople forget all the time. It is not the buyer’s responsibility to figure out financing for your product…
IT’S YOURS.
You know all the packages. You know all the lenders you use. On top of that, you know how much wiggle room your finance department has.
So, stop using this phrase. It’s an excuse. And do what your job as a salesperson is to do…
Help the client.
“That’s Our Best Deal”
Whenever I hear a sales guy use this, I can tell they are an amateur.
That salesperson is attempting to deliver an ultimatum to pressure the prospect into making a decision. And, they usually do…
JUST NOT THE ONE YOU WANT.
There is a time and place to get tough in the deal, but don’t do it by refusing to help the customer. With that in mind, exclude the next word from your sales speech…
Won’t
The final word to never use as a sales professional is won’t.
This negative little contraction tells potential buyers two things.
- You can take care of them but are unwilling.
- You and your company won’t go the extra mile for them.
In the best-case scenario, people will do some business with you and not recommend you to others. Worst case scenario, they will go to any other place that will try.
As I mentioned earlier, sales is about providing a solution to the buyer. You will find people are a lot more flexible when you show them you are too.
But after all these things I told you not to say, how do you talk to people at all and still sell?
The RIGHT Sales Words = Higher Closing Ratio
Believe it or not, there are actually many more things you can say in sales than you can’t…
The key is your attitude.
Nevertheless, the right word tracks allow you to convey that more easily…
Customers will pay more for someone who solves their problems. And you can never assist a customer who you don’t close.
THAT’S WHY SALES SCRIPTS MATTER AND THEY MUST BE KNOWN BACKWARDS AND FORWARDS.
The more scripts and training you have and the more times you’ve rehearsed them, you won’t even miss the banned sales words. Still, you must study them first…
Schedule a call with my team to get access to thousands of closes here.
Regardless, quit using the sales words on the Blacklist and you’re closing ratio will start to improve on its own…
But, never quit being great.
— Grant Cardone
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