How You Should Use Sales Language to Your Advantage
Summary
TLDRThis video explores the critical difference between traditional sales language and the more effective 'seven-figure sales language.' Traditional sales approaches often lead to resistance, as they feel pushy and focused on closing a deal. In contrast, seven-figure sales language is neutral, focusing on understanding the customer's needs, asking permission, and creating trust. By shifting to softer, non-assumptive phrasing, salespeople can build rapport and trust with prospects, leading to better results. The video emphasizes the importance of neutrality and genuine concern for customers, ultimately enhancing success in sales.
Takeaways
- 🗣️ Traditional sales language often triggers resistance in potential customers, causing rejection and objections.
- 📉 The use of certain phrases can lead prospects to label salespeople negatively, making it difficult to build trust.
- 🔄 Shifting from sales-focused language to a more neutral and consultative approach can improve customer engagement.
- 🤝 Asking for permission and using neutral language can help build trust and make customers feel more comfortable.
- 💡 Using phrases like 'might have a solution' instead of asserting a need can make the conversation feel less pushy.
- 🗂️ Replacing 'contract' with 'agreement' can soften the sales approach and make the process seem less formal.
- 🗣️ When setting appointments, using open-ended, conversational questions can reduce the perception of sales pressure.
- 👥 Focusing on understanding the customer's needs rather than pushing a sale can make the salesperson appear more trustworthy.
- 🔑 The key to seven-figure sales language is being genuinely interested in the customer's situation and problems, not just making a sale.
- 🎯 Upcoming content will teach how to listen effectively to attract prospects and build strong sales relationships.
Q & A
What is the main difference between traditional sales language and seven-figure sales language?
-Traditional sales language often triggers sales resistance and is associated with negative stereotypes of pushy salespeople. In contrast, seven-figure sales language focuses on building trust and understanding the customer's needs without applying pressure.
Why do traditional sales techniques often lead to rejection and objections?
-Traditional sales techniques can lead to rejection and objections because they often involve using language that pushes for a sale, which can make potential customers feel pressured and resistant to the sales pitch.
How does the way you phrase your sales pitch affect the customer's perception of you?
-The way you phrase your sales pitch can significantly affect the customer's perception. Using neutral, non-assuming language can make you appear as a trusted advisor rather than a salesperson trying to force a sale.
What is the significance of using the word 'might' in sales language?
-Using the word 'might' in sales language is significant because it keeps the conversation neutral and non-committal, which helps to avoid triggering sales resistance and allows for a more open dialogue.
Why is it important to ask for permission before moving to the next step in a sales conversation?
-Asking for permission before moving to the next step in a sales conversation is important because it shows respect for the customer's time and decision-making process, and it helps to build trust and rapport.
How can changing the language used when discussing contracts help in sales?
-Changing the language used when discussing contracts, such as replacing 'contract' with 'agreement,' can help in sales by making the process seem less formal and more collaborative, which can reduce resistance and make customers more comfortable.
What is the impact of using seven-figure sales language on the sales process?
-Using seven-figure sales language can lead to a more trusting relationship with potential customers, as it focuses on understanding their needs and offering solutions rather than pushing for a sale, which can ultimately result in higher conversion rates.
Why is it beneficial to detach from the expectation of making a sale during a sales conversation?
-Detaching from the expectation of making a sale allows salespeople to focus on genuinely helping the customer, which can lead to more authentic interactions and a higher likelihood of building trust and closing the sale.
How does the concept of 'neutral languaging' contribute to successful sales?
-Neutral languaging contributes to successful sales by avoiding assumptions and maintaining an open, non-pressuring dialogue. This approach allows customers to feel more at ease and more willing to engage in a conversation about their needs.
What is the role of listening in the seven-figure sales model?
-In the seven-figure sales model, listening plays a crucial role as it allows salespeople to understand the customer's needs and concerns deeply, which in turn helps in tailoring the sales pitch to address those specific needs effectively.
How can salespeople use the concept of 'asking and understanding' instead of 'talking and selling'?
-Salespeople can use the concept of 'asking and understanding' by focusing on asking open-ended questions to learn more about the customer's situation and needs, and then using that information to provide personalized solutions rather than making generic sales pitches.
Outlines
🗣️ Traditional vs. Seven-Figure Sales Language
This paragraph discusses the significant difference between traditional sales language and the modern, seven-figure sales language. Traditional sales language often triggers resistance from potential customers due to its pushy nature, which can lead to objections and rejections. The paragraph provides examples of how traditional sales pitches can come across as aggressive and how this can negatively impact the sales process. It suggests that instead of focusing on making the sale, salespeople should aim to understand the customer's needs and problems. The seven-figure sales language, on the other hand, is more neutral and focuses on building trust and rapport with the customer. It emphasizes the importance of asking for permission and ensuring the customer's comfort before proceeding with any sales steps.
💬 The Power of Neutral Language in Sales
The second paragraph continues the discussion on sales language, highlighting the effectiveness of neutral language in building trust and reducing sales resistance. It provides examples of how to rephrase traditional sales statements into more neutral and less assumptive ones. The paragraph explains that by using neutral language, salespeople can position themselves as trusted advisors rather than pushy salespeople. It also touches on the importance of asking open-ended questions and seeking the customer's permission before moving forward with the sales process. The paragraph concludes by emphasizing that when salespeople genuinely show interest in the customer's needs, they are more likely to establish trust and have honest conversations, leading to better sales outcomes.
Mindmap
Keywords
💡Sales Resistance
💡Traditional Sales Language
💡Seven-Figure Sales Language
💡Neutral Language
💡Salesperson Stereotypes
💡Permission-Based Selling
💡Trust Building
💡Sales Pressure
💡Agreement vs. Contract
💡Listening in Sales
Highlights
Traditional sales language can trigger sales resistance and rejection from potential customers.
Today's consumers prefer to be asked and understood rather than being talked into a sale.
Using traditional sales language can lead to being labeled as a dreaded salesperson.
Seven-figure sales language focuses on building trust and understanding rather than making the sale.
Neutral language in sales conversations can prevent sales resistance.
Asking for permission and comfort levels can build trust with potential customers.
Seven-figure salespeople use language that shows genuine interest in the customer's needs.
Avoid using the word 'contract' as it can create a negative impression; use 'agreement' instead.
Instead of pushing for a sale, focus on helping the customer by understanding their situation.
Using soft and neutral language can diffuse sales pressure and make customers feel more comfortable.
Seven-figure sales language is about asking questions and listening, not assuming the sale.
When you let go of excitement about making the sale, customers perceive you as a trusted authority.
The video promises to teach how to listen your way to multiple six and seven-figure sales in the next installment.
Salespeople are often unaware of the top principles of listening that can attract prospects.
The video emphasizes the importance of being genuinely interested in the customer's needs over pushing a solution.
Seven-figure sales language is presented as the new model of selling for the current era.
The video concludes by encouraging viewers to adopt a sales approach that builds trust and authority.
Transcripts
[Music]
in this video you're going to discover
the shocking difference between
traditional sales language language you
might be currently using versus
seven-figure sales language the new
model of selling for our era that we
live in today now one of the biggest
causes of you getting rejected and
objections always thrown to you by your
potential customers is the languaging
that you've learned from traditional
selling techniques your words that you
use and how you use them can trigger
sales resistance from your prospects
from the first moment they meet you from
the moment they answer your call from
the moment they read your emails and
your text messages
how do your potential clients react to
and treat you and you say the following
we have a solution that you really need
to take a look at or we can get the
contract written up for you right away
or other companies in your industry have
bought our solution you should consider
doing the same thing as well how about
this one sign the contract and we'll get
you started or I can follow you tomorrow
or the next day which is better for you
how about this one when do you have two
minutes this week where we can talk
about what we can do for your business
okay whose name should the contract
being yours or your wive's I want you to
think about it what usually happens when
you say these things in your sales pitch
for your presentation that's right
you're usually met with resistance or
pushback from most of your potential
customers why because today's consumer
does not want to be talked out and sold
they want to be asked and understood the
traditional sales languages you keep
using lead your prospects to label you
with the negative stereotype of being
the dreaded salesperson trying to sell
them something that they don't want they
don't need they can't afford or then get
cheaper somewhere else when you use
these type of words you're automatically
fighting an uphill battle
and something for sure will be a numbers
game for you you will have to call 70 or
a hundred calls just to make one or two
sales but you really want to do all that
work just to make a sale this makes it
almost impossible for your potential
customers to relate to you with trust or
to be honest with you and have an open
conversation about their situation and
problems and what they're looking to do
imagine just for a moment just imagine
that your prospect was just your friend
how would your language change what if
instead of you focusing on making the
sale you instead detached yourself from
the expectations of making the sale and
instead focused on your prospects
problems to see if you could actually
help them now let's take a look at how
the seven-figure salesperson would what
language the exact same statements for
the first statement let's take a look at
the document he would say or he or she
or he would say you know mr. Jones I
might have a solution that could
possibly help you but first let me ask
you more about notice the word might
it's neutral we always want to stay
neutral in our conversations never
excited never negative of neutral now we
would replace the other wording with you
know mr. Jones really the next step
would be with your permission is we
would come up with some type of an
agreement on terms that we discussed and
at that point we can get you started if
you feel comfortable with that would
that be appropriate notice you asked for
their permission and ask if it's
appropriate to go to the next step I
will tell you when you are open with
your potential customers a magical thing
happens they trust you and they open up
to you now we're going to place
traditional sales lanes with this you
know mr. Jones we do have several
companies in your industry that we work
with but I'm not quite convinced that
you should go with this yet it it
actually might be appropriate if we find
out a little bit more about you
company and what you're looking for to
see if we could help you for example can
you tell me more about now this shows
the potential customer that your concern
is for them not you just making the sale
this will automatically build instant
attraction and trust with every
potential customer you deal with now
when we talk about contracts we never
want to use the word contract because no
one wants to sign a contract right but
they're okay with authorizing agreements
so we would instead language it this way
mr. Jones the the next step would be is
to authorize the agreement and make some
type of arrangement for your payment
then at that point we can get you
started if you'd like would that be
appropriate see how soft that is how
neutral that is no sales pressure
there's trust there automatically we're
also going to place this you're trying
to set an appointment when I replace
traditional languaging with seven-figure
languaging I should be able to tomorrow
after 1:00
would it be appropriate for us to touch
base then just a very simple
conversational question diffuses any
sales pressure to set the next
appointment here's another one Jane
would you feel comfortable if we touch
base later this week to see if we could
actually help you
I should be available Thursday after
2:00 if that works for your schedule
would that work
very simple very soft when we talk about
contracts we're gonna replace the word
contract with agreement mr. Jones do you
want your agreement to be in your name
or your wife's or what would be
appropriate very simple it's the same
question but in a different way with
seven-figure languaging you're basically
saying the same thing you're asking the
same question but you're saying and
asking it in neutral language meaning
you're not assuming the sale which
triggers sales resistance in your sales
conversations I can almost promise you
when you let go of your excitement and
you were enthusiasm about making the
sale and replace with neutral languaging
your potential customer will
look at you as a trusted authority and
advisor and will always tell you the
truth and put trust in you because for
the first time in a long time someone
which is you is genuinely interested in
them and what they're looking for
instead of trying to stuff their
solution down their throat this is what
a seven-figure salesperson asked I want
to thank you for watching this video
about the shocking difference between
traditional sales languaging the
language you might be currently using
versus seven-figure sales language which
is the new model of selling for our era
that we live in today now in the next
video you're going to learn how to
listen your way to multiple six figures
and seven figures a year in selling
you're going to learn specifically one
of the top four principles of listening
that 99.9% of all sales people have no
clue about that will attract your
prospects to you like a magnet
[Music]
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