Watch Your Sales Language!

Home » Blog » Sales » Watch Your Sales Language!

Salespeople don't realize when their sales language is negative and costs them sales. Here’s how salespeople need to mind their p's and q's.

“But I am Worried About It!”

Watch Your Sales Language - Sales Tips from B2B Sales Connections

Ever since we were young, we have been taught to watch our language.   'Mind your p's and q's, and if you don't have anything nice to say, don't say anything at all.' 

A salesperson knocked on my door the other day.  The experience served as a reminder that professional salespeople must also watch their language, their sales language that is. 

Every time I asked a question, he responded with 'don't worry about it'.  The whole experience reminded me that everything we say to a customer can affect their perception of us, and not always in a positive way

Your Sales Language Affects the Sale

Our statements can often prevent a sale from moving forward.  Comments like 'don't worry about it' essentially tell the customer that you have dismissed his concerns as not being important.  Until the customer feels confident you understand his needs, he simply will not buy. 

Most times, salespeople don't realize their sales language is negative.  For example, one sales representative used to say 'understand me?' after he made a benefit statement. Another would say 'you know what I mean?' or the dreaded 'you follow me?' 

These salespeople believe they are inviting questions from the prospect however, the customer is thinking 'Of course I know what you mean.  I am not stupid!'  The customer feels belittled and therefore is not comfortable asking questions.  He doesn't receive the information he needs to buy, and the sales person doesn't make the sale! 

A Better Way to Invite Questions

A better way to invite feedback from your prospect is to say 'do you have any comments, questions, or is there anything I have not explained clearly?'  This tells the customer it is OK if he has questions because it was your fault for not explaining yourself clearly in the first place.  This will result in more questions being asked and the sale will move forward more quickly. 

If the customer states an objection, don't start your response with 'but, Mr. Customer…'  Doing so only makes you appear argumentative.  You have basically told the customer what he is saying is wrong.  Learn how to handle sales objections properly. 'I understand what you are saying Mr. Customer, however, have you considered…' will work much better. 

If you don't have anything nice to say about your competition, then don't talk about them at all.  Promoting how working with you will benefit the customer is much more effective than putting down your competition. 

Improve Your Sales Language

The definition of “Sales Language” is any words and phrases that are used by sales reps to persuade people to buy products or services. So, if you are not using the right words, you are doing more harm than good.

Improving your sales language will allow a more open and productive conversation with your customers.  It will also make you a more effective sales professional in the process.  So be sure to avoid using sayings like 'trust me' as they will only make your customers mistrust you more!

FREE eBOOK!
How to Create a Unique Value Proposition That Helps You Find New Business Faster

    Aim Higher!

    Susan A. EnnsB2B Sales Coach and Author
    Schedule a free sales coaching strategy session with Susan here.

    “… what I can tell anyone, is simply this – If you want to learn and understand sales, talk to Susan.”

    Are you looking to make a career change? For detailed instructions, step by step, on how to find your perfect sales job, (and by perfect, we mean perfect for YOU), check out our eBook, How to Find Your Dream Sales Job – The future is yours to create! How to write a resume to grab the attention of sales recruiters, a gender neutral cover letter template, what you need to include in your LinkedIn profile, how to prepare for a sales interview, what to wear, how to access the hidden job market, how to evaluate a job offer, how to resign from your current job …. IT'S ALL IN THIS BOOK!

    2 thoughts on “Watch Your Sales Language!

    Leave A Comment

    Your email address will not be published. Required fields are marked *