Welcome to “The Pipeline” — a brand new weekly column from HubSpot, that includes actionable recommendation and perception from actual gross sales leaders
High salespeople are profitable as a result of they sweat the main points. They probe for ache, assist their prospects, and run efficient gross sales calls. They pay attention carefully to what their prospects say, successfully decide the best resolution, and ask for assist after they want it.
High reps are articulate, assertive, and direct. And most significantly, they don’t use “weasel phrases” — phrases or phrases that subliminally undermine their credibility.
As a salesman, you would possibly let a type of phrases slip sometimes to appear flashy or essential, however prospects can see proper via them — undermining the belief you are creating and impacting your skill to shut. Each phrase you say to a prospect is a chance to bolster or weaken your credibility, so prime salespeople select their phrases rigorously.
Under are the highest six phrases that undermine your credibility.
6 Phrases That Undermine Credibility and Your Capability to Shut
1. “Belief me.”
Enjoyable truth — “Belief me” roughly interprets to “I am a bonehead” in sales-enese.
It‘s a phrase that calls to thoughts the old-time salespeople you see in infomercials hawking detergent at 3:00 a.m. on cable. It’s passive-aggressive by nature, and it makes you come off as disingenuous (and even slimy).
Gross sales is, largely, the artwork of creating belief in a decent window — so ideally, you’ll be able to show that you are a reliable, useful, consultative useful resource on your prospect comparatively shortly.
If a prospect already trusts you, there shouldn‘t be any have to say this — they’ll implicitly put inventory in your phrases with out you telling them to.
It additionally comes throughout as a condescending brush-off. Saying “Belief me” gives the look that you simply’re glossing over one thing, don’t actually need to clarify the reply to your prospect’s query, or suppose they received’t perceive it. It’s a deflection tactic that can arouse suspicion in your prospects, who will suppose, “What are they hiding from me?”
2. “To be trustworthy … ”
All the things that’s mistaken with the phrase “Belief me” applies right here as properly. However saying “To be trustworthy … ” has extra issues.
Your prospects will suppose, “Wait, what? In order that they weren’t being trustworthy within the first 25 minutes of the decision?”
Honesty needs to be a given in any gross sales dialog. It isn’t one thing that must be explicitly known as out. While you make clear that now you are telling the reality, you throw your whole different conversations right into a suspicious mild.
3. “Hmm … I suppose we will do this.”
There’s at all times a definitive sure or no reply to the query, “Are you able to do that?” There is no room for “most likely” in gross sales.
It is okay to be unsure — though you need to attempt to have all of your bases coated so far as potential requests and objections go — however you’ll be able to‘t glide over a prospect’s query and depart it unanswered.
In case you don‘t have an instantaneous reply to a prospect’s query, do not come off as dismissive and incompetent by saying, “I do not know, possibly.” As an alternative, acknowledge that your prospect has requested you an fascinating query — and that is not an summary suggestion. Actually say the phrases, “That is an incredible query!”
Allow them to know that you simply hear them. Guarantee them that you simply‘ll discover the reply ASAP and that you simply’ll go it together with follow-up assets for added context. Don‘t undermine your self by waffling on whether or not you’ll be able to or can’t do one thing, and positively do not make up a solution that is perhaps mistaken.
An incorrect reply that you simply give now shall be much more damaging to your authority than having your prospect wait a couple of hours for the best one.
4. “Are you the decision-maker?”
Asking this query is up there with probably the most flagrant offenses in all of gross sales. I do not need to sound overly dramatic, however anybody who makes use of this phrase ought to get dragged out of the sphere instantly and eternally.
Okay, that would possibly be overkill — however explicitly asking a prospect about their decision-making authority remains to be actually, actually dangerous. It is one of many best methods to make a prospect uncomfortable.
In the event that they‘re not the only real decision-maker, you’re going to place them off. You‘re additionally implying that they’re not value speaking to except they’ve that sort of authority — and that is simply flat-out shortsighted and impolite.
This query is patronizing, irritating, and as “weaselly” because it will get. Keep away from it in any respect prices!
5. Any trade jargon or acronyms.
As a salesman, you’re immersed in your individual trade. You’re accustomed to all of the lingo and inside language. However keep in mind that the acronyms and phrases you’re taking without any consideration are most likely international to your prospects.
Don’t get myopically centered on what and assume that your prospect is on the identical web page. It’s best to have the ability to clarify these ideas in a easy means, so do it! Utilizing jargon would possibly make you are feeling sensible, however it’s simply going to confuse your prospect.
There’s an excessive amount of probability in gross sales to danger screwing up a deal since you selected your phrases sloppily. At all times purpose to be open, trustworthy, and forthright — and keep away from phrases and phrases that can endanger your prospect relationships and your repute.
6. “We do not usually do that, however … ”
You would possibly suppose that you simply‘re impressing your prospect with this one. On the floor, it sort of looks as if a bit of “wink-wink, nudge-nudge” that makes them really feel particular — such as you’re telling them, “I such as you greater than our different prospects.”
However prospects can see via this trick. They instantly marvel, “How many individuals have they stated this to?” It‘s a very weaselly “weasel phrase.” They’re not going to really feel cool since you‘re claiming they’re getting particular remedy — they are going to roll their eyes.
Depart “Weasel Phrases” on the door.
The phrases listed below are all underscored by some widespread themes — particularly, they’re all low-cost and so they all replicate an absence of religion in your gross sales acumen and worth proposition.
They replicate a sure insecurity — displaying that it’s important to resort to tips and gimmicks when attempting to develop the belief it’s essential efficiently navigate a gross sales engagement. And in doing so, you wind up undermining your authority and coming off as sleazy or incompetent.
Keep away from these phrases, and as a substitute, mission honest confidence in your skill and providing. Converse straight, empathetically, and assertively — and set up your self as the precious, consultative useful resource prospects will finally need to purchase from.