I find sales training in every day situations. You can too — if you keep your eye out. The entire world is my lab.
In reading an older issue of Men’s Health magazine, I found a great example right there on page 88. The article is “Woo Her With Words.”
Before giving examples, the lead-in teases:
“Words, wielded wisely, can be a powerful instrument of seduction. The key, however, is making your inferences subtle. Consider the five make-or-break romantic situations below.”
Salespeople need to “seduce” their buyers as well. This got me thinking about which common sales phrases create attraction — and which fall flat.
Here are four commonly used sales phrases that aren’t all that compelling, and advice on how to make them more seductive.
Situation: You’re asking for a face-to-face meeting.
Don’t say: “Want to get together on Thursday?”
Instead, try: “Want to get together so I can show you exactly how this system would cut down on the duplicate tasks you are now performing in your shipping process?”
Why it works: Eve Mark, author of Flirtspeak, says that unlike a “blank proposal,” a question like this puts the listener in the moment, and creates an experience he or she can visualize. I completely agree. It is always easier for someone to say yes to the potential value they might experience as opposed to the simple act of “getting together,” which they instead might associate with wasting time.
Situation: You want the prospect to do an online demo.
Don’t say: “Let’s go through an online demo.”
Instead, try: “Let’s go through an online demo because it will show you precisely how the product will integrate with your existing process.”
Why it works: The magic is in the “because.” Dr. Kevin Hogan, author of Irresistible Attraction, writes that “people comply 66% more often when they hear a phrase with ‘because’ in it.”
Situation: You want the prospect to move forward with the sale.
Don’t say: “I want you to move forward with the order.”
Instead, try: “Can you imagine how many more [X goal] this program will generate for your business?”
Why it works: Reframing your desire as a question (especially one with a benefit) forces a person to think about your request, according to Dr. Hogan. Not to mention that “the sensory word ‘imagine’ reinforces the visual picture.”
Situation: You want a customer to upgrade to a higher-priced premium option.
Don’t say: “Does the premium option interest you?”
Instead, try: “Let’s try the option where you get the highest level of support and free updates that others have to pay for.”
Why it works: Words like “try” and “maybe” give the listener a chance to say yes without feeling pressured, according to Dr. Narissa Carter, a communications professor at Texas Tech University.
To really get the most out of this, I recommend taking a pen and paper and examining each situation. Then adapt them to your own sales scenarios. Or life scenarios for that matter.
Editor’s note: This post originally appeared on Smart Calling Online and is republished here with permission.