How You Should Use Sales Language to Your Advantage

Summary

This 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

00:00

🗣️ 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.

05:03

💬 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.

Keywords

💡Sales Resistance

Sales resistance refers to the reluctance or objection that potential customers exhibit when faced with a sales pitch. In the context of the video, traditional sales language often triggers this resistance because it comes across as pushy or insincere. The video suggests that using neutral and empathetic language can help reduce sales resistance and build trust with prospects.

💡Traditional Sales Language

Traditional sales language encompasses the conventional phrases and tactics used in sales pitches, which often include assertive statements aimed at closing deals quickly. The video critiques this approach, arguing that it can lead to pushback from customers who prefer a more consultative and understanding sales interaction.

💡Seven-Figure Sales Language

Seven-figure sales language is a modern, empathetic approach to sales communication that focuses on understanding the customer's needs and problems rather than aggressively pushing products or services. The video highlights this language as a key to building trust and rapport with potential customers, which can lead to higher sales figures.

💡Neutral Language

Neutral language in sales refers to the use of non-assertive, non-assuming communication that does not presume a sale will occur. The video emphasizes the importance of using neutral language to avoid triggering sales resistance and to position the salesperson as a helpful consultant rather than a pushy seller.

💡Salesperson Stereotypes

Salesperson stereotypes are the negative preconceptions that customers may have about salespeople, often viewing them as pushy or insincere. The video discusses how traditional sales language can reinforce these stereotypes and suggests using seven-figure sales language to break these molds and establish a more positive image.

💡Permission-Based Selling

Permission-based selling is an approach where the salesperson seeks the customer's consent before proceeding with any sales steps. The video illustrates this concept by suggesting phrases like 'with your permission' and 'if you feel comfortable,' which show respect for the customer's decision-making process and can enhance trust.

💡Trust Building

Trust building in sales is the process of establishing credibility and reliability with customers, which is crucial for closing deals. The video argues that by using seven-figure sales language and focusing on the customer's needs, salespeople can build trust more effectively than with traditional, more aggressive sales tactics.

💡Sales Pressure

Sales pressure is the feeling of being pushed into making a purchase, which can arise from aggressive sales tactics. The video advises against using language that creates sales pressure, suggesting instead a more relaxed and consultative approach that allows the customer to feel in control of the sales process.

💡Agreement vs. Contract

The video distinguishes between the terms 'contract' and 'agreement,' suggesting that 'agreement' is less intimidating and more customer-friendly. It illustrates how using the word 'agreement' instead of 'contract' can make the customer feel more comfortable and in control, which is part of the seven-figure sales language approach.

💡Listening in Sales

Listening in sales is the act of actively hearing and understanding the customer's needs, concerns, and desires. The video teases the next topic of discussion, which will be about the importance of listening as a key principle in sales. It implies that effective listening can help salespeople tailor their pitches to the customer's specific needs, leading to more successful sales interactions.

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]