Common Phrases that Scuttle Sales

•  
  malamar09/20/07 Report as spam
  1

  Couldn't Disagree More

  Sales is a process and requires a series of steps to determine what the needs of the customer are and bring them to a logical conclusion. While out of context these phrases may sound "trite" they are useful bridge statements that move the process forward.
  
  You are assuming that every customer has read books on the subject and can identify these "trite" statements. While you identify possible negative comebacks the suggestions offered by the author are merely semantics.
  
  I was trained by IBM in the late 70's and these questions worked then and I believe they work now. There is no substitute for a good delivery of any sales line.

•  
  ollyl@...09/20/07 Reported as spam
  2

  RE: Common Phrases that Scuttle Sales

  I agree in the most part with what you state. However, the question eliciting agreement is an exception, in my opinion. The whole focus in establishing and expanding a relationship is to do with establishing and expanding agreement. Common viewpoints are founded on agreement and there are occasions when a 'pointy' question is appropriate.
  
  Certainly,let's do away with the hoary old trite statements, but throw them out with caution.
  
  Regards,
  
  Ollie Lind
  ollie@howcani.com.au

•  
  M Walker09/21/07 Report as spam
  3

  They help keep control

  The reason leading questions work so well is that they keep you in control of the pitch; and so I do like the idea of setting an agenda. Questions like 'Do you agree...' help to keep things in a defined parameter, where you are more likely to make the sale and not illicit objections.
  
  However, for cringeworthy sales lingo, i don't think you can get worse than the baited pause and a 'Now, let me tell you what I can do for you...'
  Screams second hand car salesman. Alas many of our sales guys are besotted by it.

•  
  Geoffrey James, Sales Machine09/21/07 Report as spam
  4

  RE: Common Phrases that Scuttle Sales

  Gee, when I posted this I was thinking that the advice itself was trite because nobody would ever use such cornball sales lines. Guess I was wrong.
  
  I don't want to shock anybody, but if you're using those lines and still making sales, you're putting credit for those sales in the wrong place. You're making sales in spite of the "sales talk" not because of it.
  
  You're probably a much better sales pro than you realize because you're selling despite the fact that you're delivering lines that are making your prospects secretly roll their eyes.

•  
  philipfinch09/21/07 Report as spam
  5

  Agreed

  As a sales and marketing representative for a major life investments company (yes, thats a fancy way of saying Life insurance), I see everyday the use of this type of sales language. Although I am not a tenured financial representative, and have only just now received my BBA, I can accurately report that the sales reps who use the "trite" statements make, on average, 30% fewer sales than those who use variations of the "better" statements. This may be just in my particular industry, but I have used old and new sales techniques and these do seem to be more effective.

•  
  chriskoerber09/21/07 Report as spam
  6

  RE: Common Phrases that Scuttle Sales

  I think the most powerful point of the article was the use of an agenda. I started using this when talking with finacial planning clients and prospects.
  
  The agenda has been well received. I believe part of it is due to the fact that it shows preparation and respect for the client/prospect's time.

•  
  jl111510/12/07 Report as spam
  7

  It's all about listening & balance, isn't it?

  I love the agenda idea and the idea that sounding too "salesey" is sure to bring up defenses on the part of the prospect. Tie-down questions work great but only if the proper context has been shaped by the preceeding conversation.

•  
  KD711/10/09 Report as spam
  8

  RE: Common Phrases that Scuttle Sales

  There is no magic phrase you can say or not say to make people trust you. There are only the genuine questions that get you to know them as an individual. People don't buy until they know how much you care. If you actually do you can say the cheesiest sales lines you ca think of. Why? Because people are used to them say whatever you say in the proper places and with a confident relaxed tone and you will be successful. The reason why people fail in sales is because they are afraid to ask for business and close.

•  
  Geoffrey James, Sales Machine11/10/09 Report as spam
  9

  RE: Common Phrases that Scuttle Sales

  Re Note 8:
  Quote: The reason why people fail in sales is because they are afraid to ask for business and close.
  
  Truer words were never written.