Uncategorized

Home » Uncategorized

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

Read more

Inspiration of the Day

The only difference between a rich person and poor person is how they use their time.
How could you use yours 10% better?
Robert Kiyosaki

Read more
« Previous Page