Welcome to “The Pipeline” — a brand new weekly column from HubSpot, that includes actionable recommendation and perception from actual gross sales leaders
Prime 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 suitable resolution, and ask for assist after they want it.
Prime 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 every now and then to appear flashy or vital, however prospects can see proper by way of them — undermining the belief you are growing and impacting your capability to shut. Each phrase you say to a prospect is a chance to bolster or weaken your credibility, so high salespeople select their phrases fastidiously.
Under are the highest six phrases that undermine your credibility.
6 Phrases That Undermine Credibility and Your Capacity to Shut
1. “Belief me.”
Enjoyable reality — “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 building belief in a good window — so ideally, you’ll be able to show that you are a reliable, useful, consultative useful resource on your prospect comparatively rapidly.
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 just’re glossing over one thing, don’t actually wish to clarify the reply to your prospect’s query, or suppose they received’t perceive it. It’s a deflection tactic that may arouse suspicion in your prospects, who will suppose, “What are they hiding from me?”
2. “To be trustworthy … ”
All the things that’s improper with the phrase “Belief me” applies right here as properly. However saying “To be trustworthy … ” has further issues.
Your prospects will suppose, “Wait, what? So 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. Once you make clear that now you are telling the reality, you throw all your different conversations right into a suspicious mild.
3. “Hmm … I suppose we are able to do this.”
There’s all the time a definitive sure or no reply to the query, “Are you able to do that?” There isn’t any room for “in all probability” in gross sales.
It is okay to be unsure — though you wish 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 a substitute, acknowledge that your prospect has requested you an fascinating query — and that is not an summary suggestion. Actually say the phrases, “That is an ideal query!”
Allow them to know that you just hear them. Guarantee them that you just‘ll discover the reply ASAP and that you just’ll go it together with follow-up assets for extra context. Don‘t undermine your self by waffling on whether or not you’ll be able to or can’t do one thing, and undoubtedly do not make up a solution that is likely to be improper.
An incorrect reply that you just give now can be much more damaging to your authority than having your prospect wait a couple of hours for the suitable 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 wish to sound overly dramatic, however anybody who makes use of this phrase ought to get dragged out of the sector 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 type 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 business jargon or acronyms.
As a salesman, you’re immersed in your individual business. You’re aware of all of the lingo and inside language. However do not forget that the acronyms and phrases you’re taking with no consideration are in all probability international to your prospects.
Don’t get myopically targeted on what you recognize and assume that your prospect is on the identical web page. You must be capable of clarify these ideas in a easy method, so do it! Utilizing jargon would possibly make you’re 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. All the time purpose to be open, trustworthy, and forthright — and keep away from phrases and phrases that may endanger your prospect relationships and your repute.
6. “We do not usually do that, however … ”
You would possibly suppose that you just‘re impressing your prospect with this one. On the floor, it type of looks as if slightly “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 by way of this trick. They instantly surprise, “How many individuals have they mentioned 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.
Go away “Weasel Phrases” on the door.
The phrases listed below are all underscored by some frequent themes — particularly, they’re all low cost and so they all mirror an absence of religion in your gross sales acumen and worth proposition.
They mirror a sure insecurity — displaying that you need to resort to tips and gimmicks when attempting to develop the belief you might want to 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 an alternative, undertaking honest confidence in your capability and providing. Communicate immediately, empathetically, and assertively — and set up your self as the dear, consultative useful resource prospects will finally wish to purchase from.