Ultimate vocabulary builder5/18/2023 Many sales experts recommend using "do" instead of "try." For instance, instead of "I'd like to try. "I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."īrown points out that the second sentence acknowledges the prospect's budget, while the first steamrolls over the problem and makes the buyer feel ignored. "I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000." Consider these two examples from Sales Coach Seamus Brown: "And" by its very nature is inclusive - you seem to agree even when you're disagreeing. The word "but" signals to the prospect that you are about to utter a statement that runs counter to what they'd like to hear. This is a clever replacement for "but" when dealing with criticisms or objections. Skip over all the amazing features your product or service contains and instead make it clear how your offering will create value for your prospect's business. "They only care about value and achieving their objectives."Īgain, it's about them, not you. "Customers don't care about features and benefits," Colleen Francis, owner of Engage Selling Solutions, writes in her book Nonstop Sales Boom. 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. Did your parents ever tell you it was impolite to talk about yourself?Īpply that rule here. A simple way to make that clear is by using the word "you" as much as possible. Selling is about your prospects - not your company.
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