Dan Lok - youtube · Sales Alliance Academy Premium

Dan Lok - youtube

Just watched a great video by Dan Lok - on "words to avoid in sales and closing"

1. "to be honest with you / to be frank with you". -makes it sound like you weren't being honest the rest of the time... or not being frank the whole time.

2."trust me"... - when someone says this, do you trust them? if you're truly trustworthy, then your actions should speak louder than your words.

3. "sorry to bother you"...-the prospect is gonna think "yeah you are bothering me!"...plus you as the sales rep should not be apologizing b/c this puts you at a lower status, and your time is valuable as well.

4."just following up"....-this is an old saying and it automatically sounds 'salesy'

5."buy"....-instead of saying "do you want to buy this"...trade it out with "do you want to take this home with you"; OR "would you like to move forward".

6. 'Contract"....-feels like you're signing your life away, it feels too serious/too heavy. instead say 'agreement'. or "let's get the paperwork out of the way".

7."I haven't heard back from you"....-it sounds normal, but when you say this then the prospect automatically knows why you haven't heard back from them b/c they've been avoiding you! so, it automatically brings resistant. don't make prospect feel bad, instead Add Value / don't make them feel guilty.

8."Individual"...- you don't use this in your normal vocabulary .."i know you are a busy individual" > you wouldn't speak like this in normal conversations.

9.'we are better than 'xyz' company....- don't put down your competition; actually praise them. you want your prospect to come to their own conclusion that you are better... you can say 'xyz company is good, have you spoken with them? what's stopping you for going with them")?.

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