What do you say to your buyers when selling, offering or describing your expertise? Can you recall those repetitious and meaningless words in your sales presentation?  They are not new to you and me.  We have heard it all too often and we may have used it in our previous sales presentations.  Through sales experience, I have learnt better words the customers use and thus speak their language.

The right words you use have great influence on the buyers. They get buyers interested, make them feel listened to and get them engaged in the discussions.  Right words evoke positive thoughts, feelings, and actions of the buyers.

Choose your words/phrases that your prospects can resonate and comfortable with

Words and phrases impact your customers’ perceptions on you.  It builds relationships in positive ways for greater customer interaction.

Here are a few examples for sharing of words and phrases I heard too often as a buyer and in my sales workshops. Look at better words that you can consider to use in the sales presentation.

• Words that create relationship with the buyers’ business. Say “we walk through the production process with you step-by-step for the next four months”; Say “we want to know more about how you do your business (be specific of the “how”  that you want to know) instead of saying  “we love to know more about your business,”
• Words that offer benefits to buyers. Say “we offer customized solution or personalized services such as…  …..….that  produce results in a month” instead of saying “We offer our product/services (too general)”
• Words that capture buyers’ interests and desires with specific facts.  Articulate how easy the process in implementing your solution instead of saying “We provide products that are state of the art”; Say “We received awards in specific features ……..  those are relevant to your current situation” Instead of saying “We are best in class”
• Words that stimulate buyers’ conviction. Say “We provide trial, sample, free analysis that demonstrates efficiency saving features”
• Words that engage emotional connection. Say “We offer services in the areas of ……… (fill in your specific services) that create positive customer experiences” instead of saying  “We offer services that will exceed your expectation”
• Words that create rational connection. Say “we offer proven technology or safe methodology that guarantee …..”  instead of saying “our methodology/technology” ; say “I will develop an info kit that details the process we had just discussed” instead of saying  “I will send you more information”
• Words that show your personal credential and value. Don’t say “I am the new account executive” but say “I am specialized in … …. ..” and continue to tell the prospects how your specific expertise could help to solve their specific challenges and issues.

Through harnessing the power of words and phrases, you can enhance your sales presentation with better outcomes.

Share with us words that you think have been used repeatedly, and thus lose their relevancy and appropriateness in sales situations.