A few months ago I wrote a post called “12 Cheesy Sales Lines to Avoid.” That post got a lot of views and generated some great discussion, including a few comments from people who thought there was nothing wrong with using some of the statements or questions.
Here are nine more sales lines, statements and questions that are still used in today’s sales world. Hopefully, you don’t use them.
1. “No one walks.”
This phrase is frequently uttered by sales managers in commission-heavy environments (especially retail) and is designed to motivate the sales team to close as many deals as they can that particular day. But it seldom works because the salespeople know they can’t close every deal.
2. “Buyers are liars.”
Although it’s a fact that many buyers will mislead you, it’s usually a result of being manipulated by a salesperson. If we — the salesperson — behave in an ethical and professional manner it is less likely our prospect will overtly lie to us.
3. “If I can do that, will you buy today or sign right now?”
I know this question is intended to gain agreement but it is tired, outdated and overused. Do you really think a smart buyer or corporate decision maker is going to agree to a ridiculous demand like this? Smart decision makers will say, “Let me think about it and get back to you.”
4. “The price is equivalent to the price of cup of coffee every day.”
People are not stupid and see through this tactic before the words leave your mouth. It is much more effective to discuss the return-on-investment (ROI) in terms that resonate with each prospect or customer. Trying to minimize the cost of ownership seldom achieves this goal.
5. “Hi, how are you?”
I still can’t believe how many salespeople think this is an effective way to open a cold call. They think that it is a good way to engage people in a conversation but in reality, it screams “I’m a salesperson!” It is much more effective to get right to the point of your call.
6. “Are you the decision maker?”
Even if the person you are speaking with is not the final decision maker, it is highly unlikely they will say, “Uh, no, I’m not.” Change your approach and ask, “Who else do you normally consult with on decisions of this nature?”
7. “You should have told me that.”
Our prospects have no obligation to tell us anything. It is our responsibility to ask high-value questions to determine their buying motivators and situation and then present the solution that will help them achieve their goals and objectives.
8. “Tell your boss it’s a personal matter.”
You might be able to manipulate your way past the gatekeeper with a line like this but you will seldom get much further. Gatekeepers have long memories and you can get much better results by being upfront for the reason of your call and treating them like they are the decision maker.
9. “Let me be honest.”
You mean you weren’t being honest with me so far? Don’t tell prospects that you are going to be honest with them…just do it. Actions speak much louder than words.
Improve your results and stand out from your competitors by eliminating these ridiculous sales lines and questions from your vocabulary.
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