Sales training ideas – 4 powerful words and word phrases to include in your sales calls.

When you present your ideas to others in a sales conversation, you want to use positive words and words that spur agreement. 

4 Positive and powerful sales conversation words and phrases  

1) A person’s name.

People like to hear their names. Don’t overdo it, but try to use the person’s name at the beginning of the sales conversation, at the end, and a few times in the middle. 

2) Two of the most powerful words you can use in a sales conversation are me too.

The words me too imply “I’m just like you”; they also say, “I hear and understand you.” 

3) Use you, your, and yours as much as possible.

Keep I, me, and my to a minimum in your sales conversations. People like the focus to be on them and what they are interested in. You and your refer to the person with whom you are talking. Go through all your sales presentations, closes, answers to objections, and even sales letters and advertising, and look for places to use you or your instead of I, me, or my. Change words and phrases so the focus shifts from you to the prospect. Change statements such as the following: 

• Change “I have found…” to “you will find…”

• Change “Based upon the research, I believe…” to “The research indicates that you will find…”

• Change “I wanted to give you a call with this latest information” to “There is some new information you’re likely to be very interested in.”

Some phrases will simply need a word change from I to you while other phrases will need to be completely reworded. Some phrases will even go from a statement to a question. Shifting from “I” to “you” changes the focus. When selling, you always want the focus on the prospect. 

4) Positive words and phrases/action words.

Add words to your sales presentation that create excitement and positive feelings. Keep your overall message positive. Review all your copy and change negative words to positive ones. Think of this in terms of a political campaign. The positive message is usually better received than the one loaded with mudslinging. At the same time, don’t use million-dollar words that people have to look up in the dictionary. Liven and enlighten, don’t daze and confuse. 

Note: It’s all right to use some negative words when trying to describe a painful situation or outcome, or when trying to show the prospect what could happen if he continues on his current course of action. Overall, however, you want to keep the message upbeat and show the positive impact your product will have on the prospect’s life. 

Keep the four words and phrase above in mind and look for ways to include them in your sales presentations.