Arguably, one of the world’s greatest ever sales trainers, the late J. Douglas Edwards said “Nobody wants to buy anything, they have already bought too much, haven’t they?”
Whether you know it or not, in the process of talking to the person you are trying to persuade to buy your product or service, you use words that may build objections in their minds.
Words are just so powerful, so let’s make a real effort to replace the nasty words you may use, with the most effective and positive good words listed below.
| NASTY WORDS |
GOOD POSITIVE WORDS
|
| Buy | Own |
| Sell | Become involved with |
| Sign | Okay, endorse, approve |
| Contract | Company paperwork |
| Paying | Investing |
| Monthly payment | Monthly investment |
| Workplace jargon | Simple easy words |
| Sales Pitch | Presentation |
| Deal | Opportunity |
| Commission | Fee for service |
| Deposit | Part payment |
| Cheap | Inexpensive |
| Can’t | “Can” |
| Sir. Madam | Their name |
| today | Whilst I’m here |
| Objections | Opportunity |
| Problem | Issue, or an opportunity |
Recommended reading How to Master the Art of Selling…Tom Hopkins