Whether you’re using digital marketing to connect with customers, or you are on a sales call, one thing remains the same – you have to choose your words carefully in order to build relationships with your customers during the sales process. Having an awesome photo, a catchy video, or fancy graphics will work in your favor, but the number one thing in the successful sales rep’s arsenal is the words they choose.
The reality of Sales is that choosing the right word can sometimes change the entire sales approach for the better, or for the worse. A single word has the power to sway a customer to make a purchase decision or deter from a value proposition altogether. Words build relationships, and people buy from those that get into the heart of the matter by choosing their words carefully.
Below is a list of 5 essential words that successful sales reps use all the time.
- Instantly
There’s nothing more gratifying than solving your problem or addressing your need instantly. The brain loves to chase instant reward. Words like “instantly”, “immediately” or “fast” turn the switch on in our brains and make us feel good knowing that our pain points could disappear as soon as they arise. In sales, the face-to-face interaction is powerful because it puts the sales rep in front of the customer instead of the customer conducting research on their own. However, both content marketing and Sales Call all lead to an engagement process that’s based on words. Customers are much more likely to give a particular solution a chance if they know that they will gain instant access to it.
- Results
At the end of the day, we all want results. We want to see an exchange between the product we’ve purchased, and the benefit that it can produce for us. Results are what we aim for, and when we get results it means that our problem has been solved and our pain points have disappeared. Achieving results for the bottom line and generating revenue is what we are setting to accomplish in our business, and that means achieving company goals.
- How
The word “How” leads directly to a demonstration of the product or service. When the question “How” is posed, it immediately answers the questions that a customer has on their mind with regards to the solution. For example, “How will this solution benefit you?” Answer, “It will make your life easier by…” “How will the platform reduce your marketing spend?” Answer, "You will automate your entire marketing process thereby reducing training cost”.
- You
The word “You” might just be the most important one in Sales. Interacting and engaging with customers while focusing on the words “We”, puts the focus on the company instead of a solution that will directly impact the customer. Remember, we are living in a customer-centric world. It’s not about us anymore, it’s about the value we provide to the customer.
- Known
The word “Known” is another important one. It refers to studies and research. It demonstrates to the customer that the product or brand has been known to aid others. With this kind of proof, customers can be relieved to know that others have used the product, and can vouch for its effectiveness. Knowing that a product solves the problem one faces, is enough to convince a customer that the solution may be just the right one.
These 5 words are key to the sales process. They have the power to influence the purchase decision of the customer and are used by top performing sales reps all the time attributing to their success in more than one way – from customer acquisition to an ongoing business relationship.
What words do your sales reps use in sales process? Are they effective enough to convert?
