SALESFUEL TODAY

Sound More Confident By Avoiding These Phrases

by | 2 minute read

In sales, delivery is just as important as the words said. Without an air of confidence, it will be difficult for a rep to reach his or her full potential. Why? Projecting a calm, confident image will boost the buyer’s own confidence in what you’re selling. As Aja Frost writes for HubSpot, “if you sound anxious or insecure, they’ll probably doubt what you’re telling them. In other words, your confidence will inspire their faith in you, your advice, and your ability to improve their business.”

Projecting confidence can be as simple as striking a few “credibility-harming” statements from your conversations. As Frost explains, certain phrases can make you sound insecure. So, a simple swap can do wonders for your image (and sales). Below are a couple of examples of what she recommends NOT saying:

“If you could give me a call back, I’d really appreciate it.”

While this is certainly a very polite request, it can change the entire tone of a voicemail. It reveals that you aren’t quite sure if your call will be returned, which in turn suggest insecurity. Don’t plant that seed. Instead, make it clear that you expect a return call and look forward to the future conversation.

“Does that make sense?”

It’s important that prospects understand what you’re trying to communicate. But, this phrase does not do you any favors. Frost points out that the question actually creates three negative assumptions about you:

  1. You don’t explain things clearly
  2. There’s doubt about your prospect’s intelligence
  3. You aren’t confident about the accuracy of your content

Although well-intentioned, the question can really hurt your credibility. Instead, try asking “What are your thoughts on X?” If there is any confusion, it’s more than likely that the prospect will mention it.

These are just two commonly used phrases that can create doubt in a prospect’s mind. Take a look at Frost’s article for the other six. By simply rephrasing each per her suggestions, you create credibility and ultimately win the prospect’s own confidence.

Jessica Helinski

Jessica Helinski

Jessica is a senior research analyst for SalesFuel focusing on selling to SMB decision makers. She also reports on sales and presentation tips for SalesFuel and Media Sales Today. Jessica is a graduate of Ohio University.