5 Cool Ideas For Sales Language

If you do work around the house or yard, you probably have a collection of tools. You may even own several sizes of the same tool. Always use the perfect tool for the job. Sometimes you use a combination of two or more perfect tools like a broom and a dustpan. Words are tools. Strong salespeople know that perfectly selected words and the perfect combination of words close deals. Here are 5 Cool Ideas for sales language.

1. Most people need to be encouraged to try new things.

Try to think of yourself as a coach instead of a salesperson. A coach encourages people to try new things. Encouragement works best when it is repetitive. Encourage people by repeatedly urging them to take action. Always encourage people to do more. If they want to buy two books, give them a good reason to buy three. If they want to buy a resource package worth $189, offer a compelling reason for them to buy a package worth $400. Some will say, "No thank you" and some will say, "Yes, please."

2. Non-binary questions will reveal more information.
A binary question is a query that can only be answered with a "yes" or a "no". Experienced sellers know never to ask a binary question unless an affirmative answer is a foregone conclusion, such as "do you like to save money?" A non-binary question instigates discussion because it cannot be answered with a simple "yes" or "no." For example, you might ask, "What kind of problems are you having at work?" or "Which of these products sounds best to you?" Ask one more question than you would normally ask and increase your sales revenue by at least 5%.

3. Good conversation is like a chess game.
All sales discussions should lead to solving the customer's problems. Think five moves ahead. Ask, "do you have a professional development library at work?" If they say, "No," you can say, "Well, let's get one started." If they say, "Yes," you can say, "I'll bet you need to refresh it with new resources from time to time." In either case, you're still offering the customer some much-needed encouragement.

4. Watch your language.
Remember that men like to "invest" and women like to "shop." No one really likes to "buy" or "spend." Have a customer "authorize" rather than "sign" an agreement.

5. Use language to chaperone the prospect.
The greeting of the prospect leads to qualifying the prospect. The qualification process uses open questions that lead to a sales presentation. Dialogue in the presentation leads to a trial close and then the real close. Closing language shepherds the buyer into discussing the up-sell and towards recommending referrals.