15 Things a Salesperson Never Say!

High-pressure sales tactics are being relegated to the dustbin of history. Although there are still pushy salespeople around, the majority of them are not meeting quota.

It used to be thought that the only way to succeed was to talk quickly, instill fear, and constantly push for a close. But none of this contributes to a positive experience for either buyers or salespeople.

The buyer now holds the majority of the power in a sales relationship. The buyer now holds the majority of the power in a sales relationship.

In its latest report, LinkedIn surveyed over 10,000 sales professionals and decision-makers and combined their responses with millions of data points from the LinkedIn platform. Buyers want a trusted advisor who adds value and builds relationships, according to the findings.

For example, 90% of the C-suite executives surveyed stated they won’t respond to an impersonal sales approach. Instead, they are only selecting those that they genuinely know and trust.

How can you ensure that your sales approach prioritises buyers?

Starting now, get rid of these 15 words from your vocabulary.

The following thoughts are all components of the outmoded sales attitude that we need to get past.

1. "What precisely does your business do, and what is your position supposed to be?"

Start with a simple question.

Salespeople visit prospects to show that they are knowledgeable, reliable, and genuinely interested in the success of their customers. You risk losing trust right away if you start the conversation by asking for information you could easily find yourself.

Fortunately, it's simpler than ever to learn about a company's operations, needs, plans for growth or acquisition, and other information. You can set notifications on Sales Navigator for critical account updates and check their company's LinkedIn Page for updates.

With the proper knowledge, you can bypass the majority of the discovery process and immediately begin solving.

2. "I just wanted to check in…"

In order to keep each other updated on their progress, friends check in. Those staying at hotels are checked in by hotel staff. Never should a salesperson "simply check in."

We all know that when you say, "Just wanted to see if you're ready to buy yet," to a customer, what you really mean is, It is the antithesis of a customer-first approach since it demands their attention without providing anything in return.

Beyond just providing your company's answer, healthy buyer relationships involve investing in the success of the customer. Look for informative articles, news items, blog entries, or videos that you can share with the prospect to assist them perform better at work or impress their supervisor.

3. “Our solution does X, Y, and Z. Does that match your needs?"

Everyone has found themselves sucked into a conversation with someone who is just interested in talking about themselves. We often strive to get out of the scenario as quickly as we can. Leading with your solution rather than the customer's concerns is the sales equivalent.

Solve, don't sell, as we say.

You can reverse the sentence and start with the problem when combined with entry #1. "I see that the broken contact forms at your company are costing you money. What if you could respond to the majority of these questions automatically, and then only the most promising leads were sent directly to your inbox?

Compared to "Our solution can accelerate your response time by 53.3%," it is a much better conversation starter.

4. “Oh, let’s not get into pricing just yet…”

Salespeople are aware that in B2B transactions, price can be a stumbling block. We would much rather obtain a purchase agreement first, trusting that the solution is worth the price tag, and then discuss payment once the deal is almost complete.

Naturally, we can't actually get there because money is a concern for almost every business. Every buyer has a spending limit. Delaying the price discussion just undermines credibility and makes it difficult to earn confidence.

The thorough disclosure of pricing was rated as "essential" or "extremely important" by 82% of buyers. When asked about price, be detailed and upfront in your response. Then, show why the solution is cost-effective.

5. “I can only guarantee that pricing if we close today...”

Every contract would be closed at the conclusion of the first prospect call in our B2B sales utopia. We've all experienced the rigours of a protracted sales cycle, and we may have admired the arm-twisters of yore who applied constant pressure to close deals.

But reducing such pressure is key for buyer-first selling. It, however, does not imply that we will stop "always be closing" and start "never be closing."

That doesn't mean to sit back and wait for the prospect to discover their way to a conclusion. Yet, it does entail following their procedure and timetable and offering value rather than increasing the strain.

Provide your prospect with the resources they require in order to persuade internal stakeholders is one effective technique to keep things moving. To ensure you have a content library to draw from, you must work with the marketing division.

6. "We're the cheapest option."

While price can be a deciding factor for some prospects, focusing on being the cheapest option can give the impression that the service is low quality. Instead, focus on the value of the service and how it can solve the prospect's problems.

7. "I'm not sure if we can do that."

This statement can make the prospect feel like their needs are not being considered. Instead, offer to research the issue and provide a concrete timeline for when you will follow up.

8. "We're too busy for that."

Telling a prospect that you're too busy can make them feel like they are not a priority. Instead, set aside time to listen to the prospect's needs and demonstrate that you are invested in their success.

9. "We don't do things that way."

Saying this can be a deal-breaker for some prospects. Instead, offer alternative solutions or suggest ways that their request could be implemented.

10. "We don't have time for small projects."

This statement can make the prospect feel unimportant and undervalued. Instead, demonstrate how smaller projects can lead to bigger ones and be an important part of a long-term relationship.

11. "We've never done that before."

While it's okay to admit that you don't know something, offering no solution is not enough. Instead, offer to research the issue and provide a concrete timeline for when you will follow up.

12. "Our competitors don't offer that."

Focusing on competitors can make the prospect feel like you're more interested in your competition than in them. Instead, focus on the value your service provides and how it can solve the prospect's specific problems.

13. "We only work with big clients."

Making this statement can make the prospect feel like they are not important enough to work with you. Instead, demonstrate how your service can provide value for businesses of any size.

14. "We're the best in the business."

Claiming that your service is the best can come across as arrogant and untrustworthy. Instead, focus on the benefits of your service and how it can solve the prospect's specific problems.

15. "We don't work with clients like you."

This statement can make the prospect feel limited and restricted. Instead, offer a range of solutions, including different pricing or packages, to help the prospect make an informed decision.

In conclusion, the words we choose in sales can make or break the deal. By avoiding these ten statements and offering alternative solutions and suggestions, salespeople providing services can build better relationships with prospects, increase their credibility, and ultimately, close more deals.

The takeaway – speak to buyers on their terms.

Of course, there are still a few successful traditional salespeople in existence. They will eventually be overtaken by the new breed of salespeople who put the needs of the customer first.

By prioritizing the conditions and requirements of the buyer, you are modifying your marketing strategy to satisfy a changing market. You're creating connections, adding value, and developing credibility.

This results in more concluded agreements in addition to recurrent and referral business. In time, you might even start to attract customers rather than the other way around.