What better way to answer your questions ? Updating and republishing an article originally publishedthat will help you. How to avoid those 3 words Threat to Your prospecting and sales effort was originally published in july 2013. Hopefully you’ll get a chance to improve your effort.
In person or over the phone, nothing is more important to prospecting (other than actually doing it) than the words you use. This means you have to maximize the impact of every word, they need to be compellingand not threat to your prospecting process. Words have power and using the right one in front of the right person at the right moment can make all the difference on helping your prospect to take the final decision.
I have listed below 3 words treat to your prospecting and sales efforts along with some alternatives
Word to avoid : problem
The word problem has a more negative connotation. You have the tendancy to identify people with the words they use, so you can allow yourself to be related to a word that evokes an unpleasant situation. Your goal is to help your prospect to solve a pain and help them to move up to the next level.
Alternative : challenge
The word challenge gives a sense of empowerment. By using it, you definitely help your prospect to view the situation of struggle in a completely different light. This word tells more than another that you are offering as an opportunity. Then it will up to you to demonstrate it.
Word to avoid : cheaper
When time are hard people are tempted to take the most inexpensive route. You might then be tempted yourself to use the word cheaper to seduce your prospect. The word cheaper might sends to your prospect a negative image of himself as someone who is selfish or suggests that your product (service) may be shoddy, or not as well made as something more expensive ; on the other hand you might be associated as a person of small value.
Alternative : more economical
I use the formula More economical instead of cheaper because it’s avoid the negative connotation. The word « more » always indicate a gain of value. That way you still be can rely to the desire to spend less and having quality at the same time.
Word to avoid : cost, price
The question here is not to avoid the fact that your work and time deserve a payment, absolutely not. You should forget them if you are prospecting to sell bread or butter. Well the fact is that those word are too commodity oriented and you want to keep your prospect on a business level.
Alternatives : fee, total amoung or total investment
It’s the use that will make of your products or services that will determine whether you should use the word fee, total amoung or total investment (sessions, lessons with coach…). Using one of those alternative words as a substitute for price or cost not only denotes a payment to a professional but they are fairly self explanatory and make sense.
You must understand why those alternative words are persuasive in order to use them in the right contexts that make sense for your prospect and your business.There, you’ve been warned. Now let’s go and try it.
Let me know about your experiences and I’ll see you in the comments bellow !
When it comes to the power of word there a lot to say and you give good examples. If you use them properly then you will have taken a big step towards getting your prospecting well placed. Your sales success will be determined largely by how well you speak, by how well you write, and by the quality of your demonstration… in that order.
I’m glad you share this point of view. Actually you are totally right about the rules of 3 and you gave me a topic idea for a next post. Thanks !
I do believe all the ideas you have introduced on your post about words and their power. They’re very convincing and can definitely work for beginners.
Thank you coach but why do you specify only the beginners ? I probably have missed a point somehow, please let me know.
I send you an email with my answers more precise in french. Yes I think that is a good thing for beginners and you also use to say to our vendors that the three most powerful words in sales are you, free and guaranteed.
J.L
Thank you coach. Yes, those 3 words are important I know but I saved them for another topic that why. This place is a long term one you know. I can’t give too much at once.
Your posts are often useful! Looking through the Internet you can mostly observe watered down information, something like bla bla bla, but not here. It makes me happy to inspire you..!
I didn’t knew that bla bla is correct in english. Of course you do, how do you think I pick my topic ?
I never thought about those words that way, I like the idea and the proposals you make to use others one.
Thank you for the feedback Alphonsyne !
Awesome post Grace, the words to avoid are essentials but the alternative are even better.
I’m glad you find it useful Philippe, thanks for always commenting !
Since I already comment on the topic, I turn to a more general concept, could you recommand words to avoid in a non-commercial conversation to avoid conflicts?
Alphonsyne, thanks for the question, that could make a good theme for an article. Actually I think that avoiding negative labelling, insulting, blaming words make a huge difference.
Thanks for sharing this Grace. xo
Thanks for reading Isobel !
What a timely post Grace ! I need to get the most out of my list. I already tried some of your tips about having a conversation and not selling excuse me I don’t remember the exact article but since I started using the personal-professional relationship I have better results in my search. Thank you Grace
Never mind about the exact title Dominique, nice to hear your experience and so glad you found it helpful.
Thanks Grace for reposting, this makes a lot of sense and there’s some great tips on how to better engage and produce a good sale conversation. At the end of the day it’s all about finding out what works. The word I know avoid and ask my vendors to forget is honestly and the sentence is « To tell the truth… » because I have notice that it makes everything else you’ve said so far seem like you were probably lying. Does it make sense for you ?
Riccardo, it’s very true and so one should always try to think twice before talking that why being prepared is essetial. Thank you for the awesome feedback !