Trigger Words That Engage Rather Than Dismiss Your Prospect

How many times have you gone into a meeting with a client and started the conversation by assuring the individual you didn’t want to waste their time or your own?

If you’re like many sales professionals, you’ve done this more times than you can count. And if you’re like many sales reps, you’ve often walked away from a potential deal empty-handed.

Have you ever wondered why so many deals fall through even though you’ve guaranteed your prospects that you weren’t going to waste their time or yours? While deals fall apart for many reasons, they often crumble simply because of the words you use.

Word Choice Matters

When you use the word “waste” in a conversation with a prospect or client it can have a negative effect. For example, the term can imply that you’re pushy. It can also lead your client to think that what you’re offering has no value and therefore there’s no point in continuing to talk with you.

Using negative word choices when speaking with a prospect negatively taints their image of you and the conversation in their mind.

Try Discovery Questions Instead

A better way to qualify your prospects is to try asking a question that incorporates positive word choice, such as, “I’d like to see if this service could be valuable for your business, may I ask you a few questions?”

This allows you to imply that you care about your prospects time while putting a positive spin on the conversation using the word “valuable” rather than “waste.”

Learn more about how to speak with prospects effectively by reading Qualifying Sales – Stop Wasting Your Customer’s Time now.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).