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Better Words For Sales Conversations

1. Never use the word “BUT” to counter an objection in Sales Conversations

This one little word is often used when responding to an objection and it can spoil everything else you say. “But” negates everything you say before it so disagreement is all the customer hears in sales conversations.

If a customer comes up with an objection, acknowledge it and follow with the word “and” not “but“.

Customer: This software sounds like it would take a long time to install.

Salesperson: Yes, it does take a long time to install and that challenge is taken care of by our own expert consultants who set the whole thing up for you as part of the service.

Customer: It’s very expensive

Salesperson: I understand you thinking that and that’s why I would like to include a free service contract in the price for you for 5 years. How does that sound?

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Better Words To Use In The Sales Conversation

I am constantly on the look-out for little things that can get you a better response from your customer when selling and was reminded of a couple of things at my in-house trainings recently.

1. Change “Why” questions to “How” questions whenever you can

Sometimes “why” makes prospects feel defensive and it can sound interrogating or demanding when you don’t have the right tone in your voice. You can also increase the amount of information you get from your customer if you begin your questions with “how”. “How” sounds less challenging too.

For example:

Salesperson: “Why did you buy from Pilkingtons?”

Could be changed to:

Salesperson: “How did you make a decision to purchase from Pilkingtons?”

Salesperson: “Why aren’t you interested?”

Could be changed to:

Salesperson: “How specifically could we make this of more interest to you?”

2. Avoid using the word “BUT” to counter an objection

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