Being persuasive without seeming pushy is a constant struggle among those in sales professions. It’s a fine line that you can’t afford to cross and some tactics dance on it to the point of concern. But did you know that you can automatically be more persuasive by just making a few changes to the way you speak? A few persuasive words can change everything.
According to Jay Fuchs, writing for HubSpot, landing more sales can be as easy as simply adding the 12 most persuasive words in sales to your sales pitch vocabulary.
Persuasive Words You Should be Using
This is a word that captures everyone’s attention. There are few people who aren’t looking to save money where they can, especially in the midst of a pandemic. Basically, any words that promise discounts or savings to a prospect are persuasive and you need to tout them where you can. Just make sure you’re being completely honest. Otherwise, you’ll end up with an upset client who will probably leave some scathing online reviews and then never buy from you again.
Many people become more comfortable making a purchase when they hear or see this word. “It means you have confidence in your offering and are willing to stake your credibility on its ability to deliver the results your prospect needs,” writes Fuchs. Not only that, this persuasive word is usually accompanied by a promise of compensation if your product or service doesn’t work out as agreed. This guarantee can either be in a refund or a promise of satisfaction in some other form. Either way, if your prospect’s trust was teetering on the fence, this word will definitely give them a comforting push onto your side.
Nothing inspires confidence like concrete evidence. That’s why “proven” is one of the most persuasive words you could ever include in your sales pitch. If you can provide examples of how your product or service has helped others, your prospect will be more likely to believe it can help them as well. Reviews from loyal clients can also help back your statements. Reviews show that, not only does something work as expected, but it sparked joy and the confidence for people to publicly back the product.
When you’re first reaching out to a new prospect, they’ll obviously going to be wary of you. They don’t know who you are. They may have never heard of you before. And they definitely don’t want to be stuck in a sales process if your product or service doesn’t end up being something that they need. But when you add the persuasive words “no obligation” to your cold sales emails, you’re offering a safe way for prospects to explore what you’re offering, no strings attached. What could be better than that in a time when sales reps are practically breathing down prospective clients’ necks?
Limited time, limited supply, limited anything; it all has the same implication. The product or service you’re selling has some sort of a time limit on it. “It adds some extra oomph to your pitch and gives the impression that other prospects are eager to purchase your product or service,” says Fuchs. When you add a persuasive word such as this into your pitch, your prospects will be less likely to drag their feet during the decision-making process. They’ll get all the necessary people together as soon as possible to decide whether or not to take you up on your offer. Even if the response ends up being a, “no,” at least you’ll know sooner rather than later. And that can save you tons of time and energy that you could be spending on more lucrative prospects.
Oooh, could this be the new solution your prospect has been waiting for to solve their problem or fulfill a specific need? When you throw the word “new” into the mix, your prospect will likely take a look at your product or service more closely than they might have otherwise. What is the product bringing to the table that others before it were lacking? Is the solution it offers worth more than the products that have come before? They’ll never know unless they reach out and request more information from you or even a meeting.
Fuchs warns against using the word in a gimmicky fashion, though. If you send out an email that has “NEW!!!” in big, bold letters plastered across all open surfaces, you’re going to annoy your prospects. They will no longer be interested in the mystery of a new product. Instead, they’ll see it as a marketing ploy; a way to get them to respond only to be disappointed by what they find. Be tasteful with the usage of this persuasive word. Highlight it, but not in an obnoxious way.