10 Simple Phrases That Will Destroy Your Sales Pitch
Imagine this:
You're in the middle of what seems like a perfect sales pitch.
The prospect is nodding along, the conversation is flowing, and everything seems to be going your way.
But then, you unknowingly drop a phrase that instantly changes the atmosphere.
The nods slow down, the enthusiasm wanes, and before you know it, the sale slips through your fingers.
It's surprising how a few simple words can derail even the most well-crafted pitch.
Sales is often a game of nuance, where every word you choose can either build trust or sow doubt. It’s not just about what you say, but how you say it—and sometimes, even the most well-intentioned phrases can backfire.
The problem? Many of these phrases are so ingrained in sales lingo that they slip out almost unconsciously.
In this blog, we'll uncover 10 seemingly harmless phrases that could be silently sabotaging your sales deals and how to avoid them.
1. “Trust me.”
Ever caught yourself saying "Trust me" during a pitch? It’s one of those phrases that might seem harmless but can seriously undermine your credibility. When you ask someone to trust you outright, it can come across as pushy or even insincere—like a classic infomercial pitch from the late hours. In sales, trust isn’t something you declare; it’s something you earn through your actions and the value you provide. If your prospect genuinely trusts you, there’s no need to say it—they’ll feel it naturally. Dropping a "Trust me" can make it seem like you’re brushing off their concerns or hiding something, leading them to question your motives.
2. “To be honest ...”
Here’s another phrase that might sound innocent but can cause more harm than good: "To be honest…" When you preface a statement like this, it can make the listener wonder if everything you’ve said before was less than honest. Trust is foundational in sales, and suggesting that you’re only now being truthful casts a shadow over the entire conversation. Instead, focus on maintaining transparency throughout the dialogue, so there’s never a need to clarify that you’re being honest—because honesty should always be the baseline.
3. “Hmm … I think we can do that.”
Uncertainty in a sales pitch can be a deal-breaker. When a prospect asks if you can meet their needs, a hesitant response like "I think we can do that" doesn’t inspire confidence. If you’re unsure, it’s better to acknowledge the question’s importance and commit to finding the right answer than to offer a shaky maybe. Being upfront about needing to confirm something shows diligence and respect for the prospect's needs. Remember, it’s better to provide the right information a bit later than to offer a wrong or unsure answer on the spot.
4. "I've sold them..."
Picture this: You're in the middle of a promising pitch, and you mention that you’ve successfully sold your product to other companies. Seems like a good idea, right? After all, proof of success can be incredibly persuasive. However, there’s a catch. The word "sold" can trigger negative emotions in your prospect. For many, it conjures up memories of high-pressure sales tactics or regrettable purchases. This single word can put them on the defensive, making them more resistant to your pitch. In sales, words carry weight, and even a seemingly harmless phrase can create an unintended barrier. Instead of stating that you've "sold" to others, focus on how you've helped similar clients achieve their goals. This subtle shift can make all the difference in how your message is received.
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5. "I want/I need."
When you're selling, it's easy to fall into the trap of focusing on your own needs and wants. Phrases like "I want" or "I need" may seem innocent, but they can shift the focus away from the prospect and onto you. The reality is, your prospects aren’t interested in what you want—they care about how you can solve their problems. By centering the conversation on your desires, you risk alienating the very people you’re trying to win over. Instead, keep the focus on their needs and how your product or service can meet them. Remember, successful sales are about them, not you.
6. "Does that make sense?"
We’ve all been there—explaining a concept and then asking, "Does that make sense?" While it might seem like a harmless way to check in with your prospect, it can come across as patronizing. No one likes to feel that they’re being questioned about their understanding, especially in a business setting. This phrase can subtly imply that you think they might not be following along, which can be off-putting. A better approach is to ask open-ended questions that encourage discussion and clarification without making the prospect feel insecure.
?7. “Are you the decision-maker?”
Asking a prospect directly if they’re the decision-maker can be a huge misstep. It’s a question that can make someone feel unimportant or sidelined, especially if they aren’t the final authority. This approach can damage your rapport by making the person feel like their role is being minimised. Instead of directly questioning their authority, guide the conversation to understand their influence in the decision-making process. Every person you speak with can be an advocate for your product or service—treat them as such.
8. “We don't normally do this, but …”
This phrase might seem like a clever way to make a prospect feel special, but it often backfires. When you say, "We don't normally do this, but…," it can come across as disingenuous, as though you’re bending rules just for the sake of closing a deal. Prospects can see through this tactic, and it might lead them to question how often you make exceptions or if your terms are flexible for everyone. Instead, focus on offering genuine value that stands on its own, without needing to rely on perceived special treatment.
9. "We can save you money."
On the surface, offering to save someone money sounds like a winning strategy. However, research shows that people are more motivated by potential gains than by avoiding losses. When you frame your product as a way to save money, you’re focusing on loss prevention. Instead, try flipping the script. Emphasize the positive outcomes your product can bring, like increasing revenue or creating new opportunities. This approach taps into a more powerful motivator and can make your pitch more compelling.
10. Any Industry jargon or acronyms.
Using industry-specific jargon or acronyms can alienate your prospects, especially if they’re not as familiar with the terminology. While it might make you feel knowledgeable, it can leave them feeling confused or disconnected. Clear, straightforward language ensures your message is accessible and keeps everyone on the same page. The goal is to communicate value effectively, not to overwhelm with technical terms that might not resonate.
According to recent findings, 69% of buyers believe that a positive sales experience starts with a salesperson who genuinely listens to their needs.
The following factors also play a significant role:
In today's sales environment, buyers crave personalized interactions and expect sales reps to truly understand and anticipate their needs.
Achieving this level of connection hinges on authenticity and the ability to move beyond the cliché phrases that can undermine confidence and trust.
By focusing on meaningful, tailored communication, sales professionals can create more impactful and lasting relationships with their clients.