You’re mid-presentation and things are going swimmingly. The client is interested and engaged and you can already see their signature on the dotted line. But suddenly things change, and you find yourself dealing with an impatient, shut down prospect. What could have possibly gone wrong?
As a salesperson, you are first and foremost a problem solver for your clients. According to Hubspot blogger Mike Renahan, “A sales rep’s job is to determine whether a buyer could benefit from their offering, and if so, present their product as the best solution.” The moment you say anything that shifts the energy from a consultative, problem solving approach to a sales-oriented one, you’ve lost.
To prevent self-destruction during your sales presentations, Renahan identifies 19 phrases you should NEVER use again. EVER! Here are 9 of them:
1. My product helps businesses exactly like yours. – No two businesses are exactly the same, so focus on how your product uniquely helps the client’s unique business.
2. Once you have this, you won’t ever need to buy anything else. – This is unrealistic as problems change over time. AND you’ll be contradicting yourself when you come back with upsell opportunities.
3. Any sort of business jargon. – Use lingo familiar to your client that paints the best picture of how you are meeting their needs.
4. It’s incredibly easy to understand. – Anyone in the room that doesn’t fully understand now feels stupid and belittled.
5. To be fully transparent … – So before this moment, you weren’t being fully transparent? What information were you hiding?
6. Our competitor can’t do this. – Avoid mentioning your competitors at all and keep all the focus on YOUR product.
7. What you should do is… – For some clients, this phrase indicates you are giving an order. And they do not like it.
8. You’re making a mistake if you don’t go with us. – If you’ve failed to communicate the value of your offering, this Hail Mary play won’t stop the client from looking elsewhere.
9. Great, let’s touch base soon. – Don’t leave your client in limbo. Instead, detail exactly the next steps and timeline to move forward in the sales process.
Remove these phrases (and 10 others) from your sales presentations immediately. Your presentation must be a finely crafted masterpiece that showcases the value-adding, problem-solving characteristics of your product. Keep your presentation focused on this and your client’s unique needs if you want to close the sale.