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7 Words to Avoid in Sales From Patrick Dang

11 min
Average Score

Patrick Dang

Sales Coach

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Sales is an art that requires finesse and strategic communication. In the world of sales, every word matters, as it can determine the success or failure of a deal. In this session, discover the seven critical words that sales representatives should steer clear of to enhance their selling prowess. Learn how to replace these words with alternatives that create a positive impact on prospects, resulting in improved sales outcomes. This video, hosted by Patrick Dang, offers invaluable insights into crafting impactful sales conversations.

Problem vs. Challenge

In sales, understanding customer pain points is crucial, but how you phrase these concerns can make all the difference. While addressing challenges is necessary, using the word "problem" can carry a negative connotation. Instead, replace it with "challenge." This simple change fosters a more collaborative atmosphere, where prospects feel comfortable sharing their obstacles, confident that your solution will help them overcome these challenges.

Buy vs. Invest

The word "buy" can sound pushy and sales-oriented. A more effective approach is to position the purchase as an investment. Use phrases like "Would you like to move forward?" or "Would you like to take advantage of this opportunity?" This shift emphasizes value and opportunity, rather than making customers feel pressured to make a purchase.

Pitch vs. Presentation

Nobody wants to be "pitched" to. It implies a one-sided effort to sell. Instead, focus on delivering a presentation or demonstration that showcases how your solution can address their needs. Opt for a softer approach by inviting prospects to "hear how I can help you" or "see a presentation of our solution." This approach fosters engagement and receptiveness.

Honestly vs. Alternative Phrasing

Using words like "honestly" or "to be honest" can inadvertently imply that everything else said was not truthful. To maintain credibility, avoid these phrases altogether. Your actions and transparency should speak for your integrity, without the need for explicit emphasis.

Contract vs. Agreement:

The word "contract" may evoke feelings of rigidity and skepticism. Swap it out for "agreement" to create a more collaborative and flexible environment. "Would you like to move forward with the agreement?" sounds less binding and more inviting, enhancing the prospect's willingness to proceed.

Trust Me vs. Building Trust

Asking someone to trust you often has the opposite effect. Trust should be established through actions, not words. Instead of saying "trust me," focus on demonstrating trustworthiness by offering valuable insights, tailored solutions, and honest interactions.

Objections vs. Moving Forward

Phrasing matters when addressing objections. Rather than asking if prospects have objections, which can provoke defensiveness, frame it as "Is there anything else you need to see before moving forward?" This approach encourages open dialogue and allows you to address concerns without confrontation.

In the realm of sales, language is your greatest tool. Mastering the art of communication involves knowing what words to avoid and how to rephrase them for maximum impact. By sidestepping these seven detrimental words and incorporating the suggested alternatives, sales representatives can create a more positive, collaborative, and persuasive sales experience. Watch this session to learn more about how to navigate these linguistic nuances and become a more effective seller. Remember, every word counts on the path to sales success.

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