Words Matter – Effective Phrases to help You Close More Sales
Business Technology | December 11, 2014
Words matter, and nowhere is that more obvious than when it comes to the words you choose to close your sales with. Frequently a single word or phrase will kill the deal, and you’re left holding the bag. (Literally!)
Very often closing a transaction hinges on so very little, and the cold fact is that even a single word can make a difference. It can sway a prospect’s decision either for or against your service or product in just a few syllables.
That’s why it’s imperative to ensure we are capitalizing on this opportunity. Let’s examine some words and phrases that can get more conversions for you.
5 Types of phrases that sell
Using the Assumptive approach — Asking the prospect “How many of these do you want today?” assumes the prospect is buying and puts them in another mindset entirely, one in which they are on the road to delivery, and no longer making a decision. If you’ve done a good job of selling prior to this, this is very effective.
Asking directly for the sale — Many times it’s best to take the direct approach. If you’ve managed to make a good case for your product and have answered all the negatives you can think of, just be bold, (not pushy!) and ask for the sale.
Fear of loss close — Nobody wants to miss out on something that will truly help them, and this close works best when the cost of not buying is more than the cost of the item. Fear works wonders, especially when the market is competitive.
Friendly close — The “Would you like me to help you with this?” close presents you and your products in a non-threatening, non-salesy manner, and helps lower defenses and resistance to a sales pitch.
Alternative close — Oftentimes if you have several products that may fit the bill, you can “help” the customer decide by phrasing your copy like “So after thinking about which fits your needs better at the moment, do you want to go with Product A or Product B?”
Words matter, and nowhere is that more obvious than when it comes to the words you choose to close your sales with. Frequently a single word or phrase will kill the deal, and you’re left holding the bag. (Literally!)
Very often closing a transaction hinges on so very little, and the cold fact is that even a single word can make a difference. It can sway a prospect’s decision either for or against your service or product in just a few syllables.
That’s why it’s imperative to ensure we are capitalizing on this opportunity. Let’s examine some words and phrases that can get more conversions for you.
5 Types of phrases that sell
Using the Assumptive approach — Asking the prospect “How many of these do you want today?” assumes the prospect is buying and puts them in another mindset entirely, one in which they are on the road to delivery, and no longer making a decision. If you’ve done a good job of selling prior to this, this is very effective.
Asking directly for the sale — Many times it’s best to take the direct approach. If you’ve managed to make a good case for your product and have answered all the negatives you can think of, just be bold, (not pushy!) and ask for the sale.
Fear of loss close — Nobody wants to miss out on something that will truly help them, and this close works best when the cost of not buying is more than the cost of the item. Fear works wonders, especially when the market is competitive.
Friendly close — The “Would you like me to help you with this?” close presents you and your products in a non-threatening, non-salesy manner, and helps lower defenses and resistance to a sales pitch.
Alternative close — Oftentimes if you have several products that may fit the bill, you can “help” the customer decide by phrasing your copy like “So after thinking about which fits your needs better at the moment, do you want to go with Product A or Product B?”