Steer Clear Of These Words To Close The Sale By Ciaran Ryan When you have a qualified prospect in front of you it is imperative that you avoid saying anything which triggers fear or doubt in the prospect. Sounds obvious right? It’s surprising how many sales people do all the hard work only to miss out on the sale because they blunder at the final stage. When your prospect is properly qualified and has seen the benefits your product/service has to offer it’s often more a question of shutting up and not messing up the sale rather than trying hard to ‘sell’ them. To avoid closing blunders make sure you keep well away from the following words.

The first ‘steer clear’ word is ‘buy.’ It’s an ugly, blunt word that is repulsive to your prospect. Purchase is a much nicer word and takes some of the sting out of the statement but if you really want to make serious money you’ll have to eliminate both from your vocabulary. You never ask your prospect if they want to ‘buy your sports car’ you talk to them about ‘owning’ your sports car. Nobody wants to buy anything because that just means spending their hard earned money. Everybody wants to ‘own’ a sports car because that means enjoying all the prestige and benefits that go with it.

The second ‘steer clear’ word is ‘sell.’ Funny how the two fundamental words to a sales transaction; ‘buy’ and ‘sell’ are absolute disasters in a sales situation! Nobody wants be sold anything because it implies they’re not in control and thus it inspires fear. An even uglier term is when a salesperson refers to selling the prospect such as ‘I’m going to sell this guy’ rather than referring to selling their product ‘to’ someone. So never talk to your prospect about someone else you ‘sold’ the sports car to, talk about how you ‘supplied’ them or ‘helped them obtain.’

The third ‘steer clear’ word is ‘contract.’ When people hear ‘contract’ they immediately think of ‘signing their life away’ as the phrase goes. Everybody is fearful of contracts because we often hear stories of people who are in huge debt because they ‘signed some contract.’ From now on there are no contracts, only ‘paperwork.

The fourth word is ‘sign.’ It’s much the same as ‘contract’ in that it stirs up the same negative images of the ‘fool with the pen’ who signed the guarantee or contract. Don’t ask your prospect to ‘sign’ anything. Ask them to ‘finalise’ the agreement or ‘okay the paperwork.’

Finally, from now on the words ‘price’, ‘cost’ and ‘payment’ are not in your version of the dictionary. Instead, use the word ‘investment’. People associate investments with returns. ‘Costs’ just burn a hole in your pocket.

Ciaran Ryan is an entrepreneur, motivational speaker, professional salesperson and the founder of http://www.irishsalesprofessional.com a website devoted to the sole purpose of educating sales people to increase their income. The website produces a free newsletter full of useful selling advice. Learn more to earn more.