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The pen is mightier than the sword. (Which is good, because you probably don’t want to threaten prospects into buying at sword-point.)
As the primary “weapons” to convert prospects into customers, words are incredibly important to salespeople. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation. Using the wrong phrase might cast a negative shadow on the proposal, while tweaking just a few words in the pitch might induce someone to buy immediately. The underlying message is certainly critical, but the words used to deliver it are equally so.
That’s why all salespeople should become word nerds. Here’s a list of 13 words that can help you close more deals and earn your prospects’ trust in the process.
1) You
Selling is about your prospects, not about your company. A simple way to make that clear is by using the word “you” as much as possible. Think back to your childhood: Did your parents ever tell you it was impolite to talk about yourself? Apply that rule here. Every time you might be tempted to phrase a sentence from the perspective of your company, find a way to rework it to make your prospect the subject.
