THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Use powerful language
Words are not all made equal. Some have the ability to elicit sentiments of confidence, comfort, and trust, all of which aid in getting a prospect to say “yes.” High-performing sales reps use the following words during calls: ● The prospect’s name: Who doesn’t like hearing their name? It gives prospects a sense of importance and respect.
Certainly
Successful
● Imagine: This word evokes potential and heightens the prospect’s interest in the product.
Imagine
● Successful: As everyone wants to succeed in their jobs, this word is particularly appealing to prospects. ● Strong language: Use words like “absolutely” and “definitely” to express confidence and authority. “We can do that,” for example, is a short and definitive phrase. They demonstrate to the prospect that you have the power to make promises and decisions, which is an enticing trait. Finally, risk-reversal language relaxes prospects. When you remove the risk, you increase your chances of making a transaction. For instance, saying “We provide a 30-day, no-obligation trial” or “You may cancel at any moment” increases win rates by up to 32%.
Definitely
You can cancel at any time
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