Certain phrases can indeed make or break a sales deal, as they can convey hesitation, lack of confidence, or even insincerity. Here are some common phrases that can “kill” a sales deal, along with why they’re so detrimental and some alternatives.
1. “Trust me”
• Why It Kills: This phrase can sound insincere or overly pushy, as people generally feel the need to earn trust, not be told to give it.
• Alternative: Build credibility by sharing relevant experiences, testimonials, or hard data, which naturally fosters trust.
2. “This is our policy”
• Why It Kills: It can come across as rigid or dismissive, especially if a prospect has a unique request.
• Alternative: “Let me explore what flexibility we might have around this for you” or “Let’s see how we can work within your needs.”
3. “I don’t know”
• Why It Kills: This sounds like a lack of knowledge or preparation.
• Alternative: “Let me find out and get back to you.” This shows accountability and willingness to go the extra mile.
4. “It’s not my fault”
• Why It Kills: Blaming others (the company, product limitations, etc.) can come across as unprofessional.
• Alternative: Take responsibility. Try saying, “Let’s solve this together,” or “I’m going to look into this personally.”
5. “Honestly” or “To be honest”
• Why It Kills: It implies that what you’ve said before might not have been completely honest.
• Alternative: Remove filler language that questions your integrity. Speak directly without qualifiers.
6. “Just following up”
• Why It Kills: It can sound apologetic or passive, as if you’re imposing.
• Alternative: Be proactive. Say, “I wanted to touch base with new insights that could be valuable to you.”
7. “This deal is only available today” (or any version of a hard sell)
• Why It Kills: Hard sell language can push customers away, as it feels manipulative.
• Alternative: Communicate urgency naturally by highlighting genuine benefits or limited stock, or say, “This promotion is ending soon, so let me know if I can help answer any final questions.”
8. “I can give you a discount”
• Why It Kills: Leading with discounts can make your offer seem less valuable or lower-quality.
• Alternative: Talk about value before introducing any price adjustments. Instead, say, “Let’s ensure this fits your needs, and then we can look at pricing options.”
9. “Are you the decision-maker?”
• Why It Kills: It can feel disrespectful or dismissive to someone’s role.
• Alternative: Phrase it with tact. For example, “Who else will be involved in making this decision?” shows respect for the individual’s influence and encourages collaboration.
10. “I’ll try my best”
• Why It Kills: This can sound noncommittal, as if you’re uncertain.
• Alternative: Offer a more confident answer, such as, “I’ll make sure to find a solution for you.”
In sales, clear, confident, and client-centered communication is everything. Eliminating these phrases and adopting a more solution-focused, customer-oriented language can keep your deals moving forward.