Sales is just like any other profession – there is a right way to do things and there is a wrong way. This holds true when it comes to how…
Sales is just like any other profession – there is a right way to do things and there is a wrong way. This holds true when it comes to how sales reps approach sales calls. There are certain things that can help you get closer to a sale, and there are many things you can say that can end up in rejection.
“There’s a relatively simple fix if you want to be rejected less often: Stop saying certain words and phrases that signal you’re there to sell something. Instead, use every word you say to portray that you’re an expert who is graciously and generously making yourself available to help them,” says Pete Caputa from HubSpot.
What you say during your sales calls matter. People have become desensitized to pushy sales tactics and persuasive language. What they are really looking for is a sales rep who is actually interested in helping them.
Here are 4 things to avoid saying during sales calls:
Making absolute statements can be dangerous if you use them too often or without a basis to back up your claims. While it’s important to have confidence and communicate the features and benefits of your products and services, you need to make sure there is no opportunity for a letdown. Getting your customers’ hopes up and then letting them down is not something you want to do.
If you utter these words, then you better be prepared to back it up. Don’t make promises or guarantees you can’t keep because it will only end in one way – a disappointed ex-customer.
You hear this phrase a lot in sales. While a sales rep’s intention may be to provide customers with some insightful or “insider” information, it may be interpreted that everything you said before was not completely truthful.
While it’s important to know this information so you know who you are selling to, this is a dated question that can actually do damage. First, there are many decision makers today, and you should know this. Second, you could insult the customer by questioning their roles/abilities. Third, many customers may be turned off by this question because it can be perceived that you didn’t do your homework and research them before the sales call.
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Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.