Research reveals how a single word makes hell lots of difference.
The words you use for example to describe a car accident: Contacted vs Smashed, can paint the way eyewitnesses view the event. Another study found that simple stock names that are easier to pronouce lead to quicker gains post-IPO.
The power of words is immense. A well-chosen word can inspire. And it can also cost you a lot of sales!
These are 5 words you must totally AVOID using in sales:
1) COST
This word will COST you a lot. People hate to ‘spend’, but are happy to ‘invest’.
For example: “The investment in growing your business is $$$$.”
2) OBJECTION
People tend to have concerns, and are not necessarily objecting to you. Instead, say concern.
For example: “What is your concern at this moment?”
3) CHEAP
People don’t like purchasing CHEAP products, but they are happy to get a DEAL. You can also use the word COST-EFFECTIVE.
For example: “This is why our programme is cost-effective, to guarantee you to get results.”
4) CONTRACT
People associate CONTRACTS with being tied up legally for long periods. Instead, you can use the word AGREEMENT.
For example: “Should we proceed with the agreement?”
5) TRUST ME
People do not trust people who tell them to trust them. Instead, show and demonstrate.
For example: Put together testimonials from previous clients and case studies that’s relevant to them.
I hope that by making small tweaks in your conversations like this will yield big differences in our conversion.
Have a great week ahead scaling and selling!
Jonathan Quek