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Questions and Answers
What phrase should be avoided in sales to prevent implying dishonesty?
What phrase should be avoided in sales to prevent implying dishonesty?
- Let me explain
- To be honest with you (correct)
- In all sincerity
- Honestly speaking
Which term should be substituted for 'buy' to reduce resistance associated with spending money?
Which term should be substituted for 'buy' to reduce resistance associated with spending money?
- Acquire
- Obtain
- Own (correct)
- Purchase
Why should a salesperson avoid using the phrase 'sorry to bother you'?
Why should a salesperson avoid using the phrase 'sorry to bother you'?
- It boosts trustworthiness
- It shows politeness
- It creates interest
- It implies the offer is bothersome (correct)
What should be said instead of 'just following up' to prevent triggering negative responses?
What should be said instead of 'just following up' to prevent triggering negative responses?
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Which term is suggested as a replacement for 'contract' to make the process feel less intimidating?
Which term is suggested as a replacement for 'contract' to make the process feel less intimidating?
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Study Notes
- Words to avoid in sales include "to be honest with you" and "trust me" as they can imply dishonesty and lack of trustworthiness.
- Another phrase to avoid is "sorry to bother you" as it can immediately put the salesperson at a lower status and imply their offer is bothersome.
- Using the term "just following up" can trigger a negative response as it is associated with trying to sell something rather than genuinely adding value.
- The word "buy" should be replaced with more inviting terms like "own" or "take this home with you" to reduce resistance and tension associated with spending money.
- Instead of using "contract", opt for "agreement" or "let's get the paperwork out of the way" to make the process feel less intimidating and formal.
- Avoid saying "I haven't heard back from you" as it can create resistance and make the prospect feel guilty or embarrassed.
- Refrain from comparing yourself to competitors by saying "we are better than" as it can come across as self-serving and untrustworthy.- Emphasizes the importance of not putting down competitors in sales interactions
- Advises to focus on understanding the prospect's needs and demonstrating the ability to solve their problems effectively
- Highlights the significance of asking questions to uncover the prospect's concerns and preferences
- Encourages avoiding specific words (27 words) in sales or closing scenarios for better outcomes
- Offers the opportunity to book a paid call with a top student or closer to learn effective sales techniques and strategies
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