If you want to improve your sales techniques – and these days, most of us sell something – consultant Andy Horner, on the Ace of Sales blog, says you need to replace six clueless sayings:
- “I’m just checking in to see if you have any questions.” Anybody can see through this smokescreen opener. Instead, try, “Can I get an update?”
- “Is there anything else I can do to win your business?” This admits you haven’t inspired sufficient trust for the client to level with you. Replace it with: “What one thing would you change about our product that would make it close to perfect?”
- “Do you know what we do?” This opening line at trade shows and networking events admits you aren’t well known. The replacement turns the focus on the prospect: “Tell me what you do.”
- “Thanks again.” Replace this meek ending in e-mails following up from first meetings with: “What’s the next step?” or “When can we meet again?”
- “Are you still interested?” Since they haven’t contacted you, they clearly aren’t very interested. Give them new information or fresh ideas that may enliven the relationship: “Here’s a new idea for you. Take a look and let me know what you think.”
- “Great to meet you. I’ll give you a call.” Instead of closing your first conversations with this meaningless phrase, try something like, “I’m going to contact you very soon – be thinking about this …” or, “If I could help you do [x], how much more [y] would you have? I’ll call for your answer.”
Harvey Schachter