There are dozens of sales articles telling us how to overcome those pesky stalls and objections, which closing technique to use and to always be networking. But these are unprecedented times. We have new rules. We must check our temperature, sanitize our hands, wear a mask, wash our hands for 20 seconds, and maintain social distancing guidelines…
And, heaven forbid we say something which might end the chances of closing this first huge sale since the end of the last decade. Please avoid these phrases when dealing with customers, or anyone else you must distance socially from:
Exceed Expectations: This sends one of two messages: 1) The customer has low expectations that you can surpass every time with little to no extra effort, or 2) exceeded expectations will become the norm, at which point you’ll stop exceeding expectations.
Unique: Listen, you special snowflake, we’re all unique. But to convince your customer of that you need to tell them why.
Just Checking In: Your customer is neither a Hotel nor an Airport Gate Agent. Please do not check in; follow up…
I Was In The Neighborhood: Perfect! Your customer might have been working on their revised 2020 Back Half estimate, but now you’re here. Never waste someone’s time just because you didn’t plan your day correctly.
Low-hanging Fruit: As far as we’ve seen, if there’s jargon to never use, it’s this. What it translates to in a customer’s head: You were too lazy to grab these on your own. Speaking of fruit, go wash your hands.
To Be Honest: Why don’t you just say, “I’ve been lying to you up ‘til now.” Your prospect will wonder what the real truth is, no sale.
Trust Me! Stay away from these phrases and Heat Up Your Sales!
