- You might not realize this, but sales is a game of slight advantage, especially if you're selling
into a competitive market when customers are comparing
your products and services with another person, really the person who has
that slight advantage, the person who's just a little bit better is the one that is going to win the deal. And as you know, in sales,
when you say the wrong words, it might actually cost you the deal. So in this video, what we're gonna do, is we're gonna show you my seven top words that you must avoid in sales to become a more effective seller. (upbeat music) Hey everybody, what's going on? It's Patrick Dang here, and like I was saying before, saying the wrong words in sales may completely cost you the deal. So in this video, what we're gonna do, is we're gonna show
you the seven top words you've gotta avoid and
we're also gonna show you how to replace these words
with better alternatives so that you can become
a more effective seller. Now before we go ahead and get started, make sure you go ahead
and hit that like button if you are excited for this video. And if you haven't already, make sure you subscribe and
hit the notification bell. So with that said, let's go ahead and get started with showing you the seven words that you've gotta avoid in sales. Now jumping right into it, the first word that we're
gonna cover is, Problem. Okay, so anytime you're
in a sales meeting, obviously, you want to
talk about the customers or the prospects, challenges
and problems that they have so that you can show your
solution can solve their pains. However, if you use the word problem, sometimes some people see this
as something negative, right? Has a negative connotation,
like something is wrong. And by using the word problem, sometimes people may feel like they don't want to review
their problems to a stranger and they might clam up and then they may not give you the right information you need in order to give them the best
selling experience possible. So instead of using the word problem, which you know, can be problematic, you wanna replace that
word with an alternative, and what I like to recommend
is using the word challenge. So when you use the word challenge, it's pretty much the same
thing as saying problem. However, the connotation
is completely different. Using the word challenge
is almost like an obstacle that you guys can overcome together in some suddenly, the sale
situation might be a lot more fun instead of diving into
someone's deep emotional pain. So when you replace the
word problem with challenge, people are a lot more open with you, they don't feel like they
need to hide anything, and they will tell you their challenges, because they feel that you as a seller will help them overcome their challenges which you will by selling
your product or service. All right, so now we're gonna move into the next word that
you got to avoid in sales and the word is, Buy. Now the word buy itself can
sound really salesy, right? So if a salesperson says, "Hey, you should buy my product." Obviously, the prospect or
the customer is gonna be like, "I don't wanna buy anything
you're selling", right? So instead of using the
word buy, what you wanna do, is you wanna replace it
with different phrases such as, "Would you like to move forward?" "Would you like to
invest in this solution?" Or "Would you like to take
advantage of this opportunity?" So as you can see here, these phrases pretty much
mean the same thing as buy. The customer is interested
in your product or service, and they're gonna buy it. However, instead of
telling someone to buy, you're just kinda saying, "Hey, would you like to
invest in our solution? Would you like to take
advantage of this opportunity while it lasts", right? So this connotation is
completely different. So instead of pushing someone to buy your product or service, which may make them
feel a little hesitant, instead, look at whatever you're selling as an investment for this person, and investment essentially can
make someone's life better. Instead of being like
all the other salespeople who are trying to get their
customers to buy, buy, buy, instead, you're trying
to get your customers to invest in your solution, and that's gonna be completely different, your tonality of how you come
across in that sales meeting, is gonna be so much more smooth. All right, so now we're gonna
move into the third word that you gotta avoid in
sales, the word is Pitch. Now, when I use the word pitch, a lot of you guys watching
this might feel like oh, I don't wanna watch a sales pitch, or I don't wanna hear a pitch, you're just gonna try to
sell me something, right? And it has this negative connotation. So instead of using the word pitch, instead what you can do, is use the word
presentation, demonstration. Or if you wanna pitch your
idea or product or service, let's say verbally or face to
face without a presentation, you could just say, "Hey, are you interested
in hearing what I do or how I can help you?" And the prospect or the
customer is gonna say, "Sure." And then it opens the opportunity for you to actually pitch
your product or service. But you don't necessarily have to say, "Hey, do you mind if I pitch you?" Because people don't wanna hear a pitch. But if you say, "Hey, would
you like to move forward to a demonstration, a presentation? Would you like to hear how I
might be able to help you." And when you phrase it in this way, people are a lot more likely to listen to whatever it is that you say. In the end of the day, you're still essentially
pitching your product or service. However, how you go about it and how you enter that pitch, right? The framing before you even
come into the actual pitch makes a huge difference
in how people perceive you and how people perceive whatever
it is that you are selling. All right, moving into word number four, and the word is Honestly, or it could be a phrase which
is, "To be honest", right? Someone says, "Hey, to be
honest with you", bla bla bla. Now here's the problem with
using the word honestly or to be honest. It implies that everything
that you have said throughout the entire sales meeting is essentially not honest, and by using this phrasing you're saying, okay, now I'm going to tell you the truth. The reason why you don't wanna do this, is because by using the
word honest or honestly, or to be honest, you're basically saying that
you're lying to the prospect, and that they should trust you now. But pretty much when you're asking someone to trust you in that way,
they're not gonna trust you. Anytime you use this type of phrasing, what's gonna happen is the
prospect has their guard up, they're gonna feel like
everything you say, may or may not be true, and they're not sure what's
truth and what's not. So pretty much what you wanna do is just completely
avoid the word honestly, honest or to be honest, so you never run into a situation where the prospect feels
that what you said beforehand wasn't the truth. All right, next word
that we are gonna cover, and that is going to be Contract. Now the word contract itself, feels very restricting or limiting or like if someone signs a piece of paper, and maybe they didn't read everything that they're gonna sign their soul away. So there's a lot of negative connotations to the word contract. And for a lot of business out there, you have to sign a contract in order to move forward with a deal, especially if it's a
large deal size, right? So instead of using the word contract, what you can do instead is replace that word
with agreement, right? So if I said, "Hey, would
you like to move forward with the agreement this week?" Right, that sounds a lot more flexible and open and welcoming,
compared to the word contract. If I said, 'Hey, do you wanna
sign the contract this week, they're gonna be like, let's just push it off
to next week, right? But if it's using the word agreement, it's a lot more friendly
and a lot more open, and people are a lot more receptive to it and receptive to you, because they don't feel like you're trying to lock them in anything. And again, at the end of the day, these things are actually
all the same, right? A contract is a contract, is a piece of paper that
both people agree on. However, how you say the words, which words you're using
will make a difference in how people will perceive you, and, you know, if you are
making people feel comfortable, and they like you, and they trust you, you're a lot more likely to close the deal compared to if you use all
these hard words like contract. Now we're gonna move into the next phrase, and that is, Trust me? And using the word trust me is very similar to using
honestly or to be honest. So when someone says, trust me, it's kind of weird because
someone who's trustworthy shouldn't tell other people to trust them, their actions and what they do should create the feeling of trust, right? But whenever someone
uses the word, trust me, or hey to be honest,
you should do X, Y, Z. It's kind of strange, because typically, that's when people keep their guard up, because people who ask
another person to trust them, typically aren't very trustworthy, and that's the subconscious thing that we have going on in our minds, so what you wanna do is just completely
avoid the word trust me. Instead, if you want to build
trust with your prospect or with your customers, instead of telling them to trust you, instead, just do the right thing and really try to help them
out as much as possible, instead of trying to
fill your own pockets, and naturally, you're gonna build rapport, you're gonna build trust, and you don't have to say anything about having the other person trust you, if they don't believe you. if they don't believe you, that's something that you
did, something you said, and you have to fix your attitude. However, just avoid the
word and "Trust me", and you're gonna just, you know, save yourself from a lot of headaches. Okay, so now the final word that we are gonna cover for this video, is going to be objections. The reason why you don't
wanna use the word objection is because it kinda invites a
lot of negative connotations to why someone shouldn't
buy your product or service. And I'll give you an example. If I was a salesperson, and I went to another person and trying to sell them something and at the end of the meeting, I say, "Hey, do you have any objections for me?" Then in automatically what happens, is for that person,
they're gonna think of, "Okay, let me think of all the reasons for why I shouldn't buy and just like do without you", right? And although you want to understand the reasons why someone doesn't buy, so you can kind of clear them, you don't wanna position it as objections because it creates like this conflict, they're thinking of all the reasons for why they shouldn't buy. Instead of using the word objection, which essentially has
a negative connotation, what you wanna do, is you
wanna replace that word with different types of phrasing. For example, what you can say is, "Is there anything else you need to see before moving forward?" Or, "Is there anything
else that may stop you from moving forward with the deal?" So pretty much this is just a phrase that allows the person to
bring up other objections, however, you don't have
to use the word objection, because again, that has
a negative connotation, and it puts the person
in the wrong mindset, and especially it puts
them in defense mode versus buying mode. So instead, you wanna say things like, "Hey, you know, is there
anything else you need to see before moving forward
with your investment." And if they have objections,
they'll tell it to you, but it's a lot more of an open dialogue where they can tell you
any of their hesitations or concerns and then as a salesperson, you can kind of handle those objections and making the prospect feel confident in their buying decision. So just completely
avoid the word objection and replace it with
different types of phrasing. All right, so those are
gonna be the seven words that you got to avoid in sales. So if you have the habit
of using these words, make sure you just replace
them with some of the phrasing and words that I shared in this video, or if you wanna put in your own flavor and your own style, usual
words that are similar, that fit into your selling situation. And in the comments, you know, I'm curious which word do you find yourself saying all the time? And how are you gonna replace that? Or what are you gonna replace it with? Put it in the comments, I'm really curious to hear your feedback and hear
you know what you're learning out of these videos. So if you made it to
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