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Confident Words

 

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by Mary-Rose Hoja in EPE, Sales

In our work building confidence in sales teams, one of the things we really like to look at is the words they use. There is always a difference between the bestsellers and the underperforming salespeople in terms of the words they use during sales conversations and emails. 

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Today we’re going to talk about how to use language to close deals, including the top four words needed to close big deals.

The best salespeople speak with confidence and use confident words, such as absolutely, definitely, certainly and exactly. They are flexible with the words they use, and they only use mirroring techniques at certain points – and very carefully. It is very obvious to top prospects when you’re mirroring! This goes beyond words into body language if you’re live or during a video call.

Another key point is that, in marketing, the best number one word is “you”. In sales, the number one word is “we”. This is an important difference.

You need to be talking collaboratively, as if you’re already doing work together.  In the sales call formula that we use in Expert Profit Engine, you’re encouraged to be talking as if you’re already working together and collaborating. This is in contrast to a transactional, factual way of speaking which is about you and keeps them at a distance.

We really want to bind them to us with the soft, empathetic, emotional piece, and cement the relationship that will then follow you over the project. You really want to already be working together with your prospect in your head. Don’t separate them from you.

This is where you build the relationship part, The riches are in the niches of perception – emotional and personal. You’re in their corner. If you really cement the relationship, they will follow you over product. 

Present it as, “We can definitely solve this”, as opposed to, “We may be able to solve this”. You really want to be convincing and convinced in your discussion with them. “We can get a payment plan going”, “We will work with you”, “We absolutely have seamless integrations”. Be very confident.

Now you are removing their headache and minimizing their risk. They are in your hands. You are the lighthouse that sees the rocks on either side and are guiding them to safety.  You are the advisor, and you need to be responding to objections or questions with creative solutions that drive them through your sales call while walking them through solutions and leading them through to the next steps. 

You can use different words to talk about and describe your solution, and that is why it’s so important that you’re painting a nightmare vision so that that both you and them have a clear vision and image of what that looks like. You want to be painting a Rembrandt, not paint by numbers.

Remember, the best salespeople use really confident words. I’d love to know what works for you.

Have an excellent sales day!

 

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