“Selling is a Broadway show played by a psychiatrist.”
― Samuel D. Deep, Close the Deal: 120 Checklists for Sales Success
Poor communication often causes adverse business outcomes, right?
Hence, success in sales entails being aware of the verbal and nonverbal language of your customers. A big part of that is intimately knowing which words to use and which to avoid.
So, let’s check these 8 useful phrases that will help you out closing deals.
1- “It seems like [product] is a good fit for [company]. What do you think?”
This phrase highlights all of the benefits you have discussed up until this point. By asking for the opinion of the client at the end, you make the statement sound genuine.
If the answer is “yes”, you’ve got the perfect segue into “Great, I’ll send over the proposal right now.”
2- “This is a more profitable approach that fits your budget, right?
If yes, I’m more than glad to make follow-up plans.” With this question, you give the prospect a chance to either push the deal to the next quarter or adjust their budget. Your prospect may be inclined to agree to the offer, but they are running on a tight budget. If you ask this question, you will reassure them that adjusting their budget to fit your offer will increase profits. Serious entrepreneurs don’t walk away from opportunities of realizing more profits, meaning they will make the necessary adjustments.
3- “Taking all of your requirements and desires into consideration, I think these two products would work best for you. Would you like to go with [A] or [B]?”
This phrase subtly offers two alternatives and takes the “no” off the table altogether. The idea is to increase the chances of hearing a “yes” to something rather than a “no” to everything.
4- “You’re interested in X and Y features, right? If we get started today, you’ll be up and running by [date].”
Salespeople can encourage the potential buyer to decide by reminding them that the sooner they act, the sooner they’ll use the purchased items or service.
You can also mention specific features of the product — buyers will immediately start picturing how much easier their life will be with it.
5- “Based on your deadline of (date), working backward, we would need to have a contract signed by (date). Is that doable?”
If you know the prospect has a firm deadline they need to stick to, use this phrase to increase the sense of urgency. And since you’re using the prospect’s deadline instead of pulling one out of thin air, this type of closing line helps the buyer instead of unduly pressuring them.
6- “Why don’t you give it/us a try?”
This phrase makes the contract sound like less of a commitment and more of giving something a try.
Phrasing the decision as “giving the product a chance” instead of “committing” downplays the risk and ramps up the rapport.
7- “If we could find a way to deal with [objection], would you sign the contract on [set period in time]?”
If you know that your company can deal with the objection raised, this turns a negative into a positive.
Variation: “If you sign the contract today, I can guarantee we can do [special request the buyer asked for]. How does that sound?”
This phrase says that after they sign, you will take care of their objection.
8- “If you’re ready to move forward, I could send over the proposal right now.”
This highlights the forward momentum of closing the deal. As the contract is already prepared, they must sign, making the buying process seem less stressful.
WEEKLY VOCABULARY 🗣
Prospect: a person regarded as likely to succeed or as a potential customer, client, etc.
Working backward: starting with a customer want, need, or problem and providing a solution through a product, service, or experience, and attempts to find a path back to the problem’s starting conditions.
Good fit: suited to someone or something.
PHRASAL VERBS ✍
Bailout of: to leave quickly when unfinished.
“We had to bail out of the Primark deal. We didn’t have the workforce to complete it.”
Break into: to enter a new market (with effort).
“It’s tough to break into the beauty industry right now.”
Measure up: to be at the right level or good enough to do something.
“Thank you for being hired me. I hope to measure up to expectations.”
Start the ball rolling: making that first interaction to get the wheels of something much bigger in motion.
Hit the nail on the head: correctly identifying a problem or a potential solution.
Back to the drawing board: start something again from the beginning because it’s not working as you would have liked or expected.
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