8 phrases that kill sales

Selling is both a simple and complex process that involves close interaction between the seller and the buyer. Even the most basic phrases that a seller says to a buyer can negate the dialog and kill the sale. 

There are phrases that should not be used in any case, and there are those that affect sales like a ticking time bomb. Their use can lead to a customer's refusal to buy and service in the store.

Common sales killer phrases and questions that should not be asked to a customer under any circumstances: 

If your salesperson tells customers phrases like: "I want to show you", "I want to tell you", "I would like to prove to you...", it indicates their obsession, weak position, desire to sell the product urgently, and lack of confidence in their ability to help the client - the seller puts their "want" above the needs of the buyer. 

Customers want help when they ask for it and answers to their questions.

Try to build a conversation with the customer from the position of "I'm here for you and will help you when you ask for it" to make the customer feel comfortable in the store.

In phone conversations, this phrase is appropriate if you are at the final stage of sales - it says that the customer's time is important to the seller.

However, if the purpose of the call is upselling, cold selling, or a presentation, the question "Are you comfortable talking?" at the beginning of the conversation gives the potential client every right to say "No."

The best scenario is when a manager says his or her name, position, company, and gets straight to the point at the beginning of the conversation, without making the client guess what they want.

A sign of a healthy relationship, both between people in general and between the seller and the buyer, is not an apology, but an offer. 

Let's imagine a situation where a salesperson has just taken a client through all 6 stages of sales: establishing contact, identifying needs and pains, presenting the product, selling the price, and removing all objections. The last step was to close the deal. And instead of leading the buyer to action and saying, "Well, shall we place an order?", the seller starts mumbling something like: "You probably have some doubts and want to think about it for a few days?"

You can be sure that in 90% of cases, customers will do what you ask them to do - they will go to think about it (and you have just lost the deal). 

Just like in everyday life, and in sales, a person who is constantly proving something, trying to convince the opponent of his or her (only correct) position, looks overly interested, unsure of his or her point of view, and often amusing. A wealthy person does not shout his wealth to the world. Nor does a well-bred person shout about his or her upbringing. Their status is immediately visible. 

This rule also works in sales. 

If you are confident in the quality of your product, your service, and the results of your company's work, you don't need to convince the client of your qualifications and the quality of your services unless you are asked about it.

When presenting a product, don't start with an hour and a half lecture about the company and its achievements in the form of charts and figures. Focus on the product and its role in the client's life. 

Don't talk about what you are not asked. 

If you need to emphasize your unique offer that your competitors don't have, mention it when talking about the product. 

Such language constructions kill the client's belief that the salesperson is an expert in their field and can help them. Even if you don't have all the information about a product or service in the store, never use these phrases in a conversation with a customer. 

Instead, say something like this: 

Ignorance can be different: general and minor. If you do not know some functions or product characteristics, it is not fatal, because it is extremely difficult to memorize the technical documentation of the entire store's assortment, especially when the assortment is constantly changing. It is worth honestly admitting that you do not know certain parameters of the product, but you will definitely find out and inform the client. At the same time, keep a firm position that you are a specialist and can be trusted. 

Another example of such phrases: "I'm not sure, but I'll check with you." It's okay to say it if the buyer asks about specific conditions for using the product, special terms of purchase, such as a deferred payment for the product or additional privileges, a discount. It's not okay if you have to "clarify" several times during the presentation of the product - the buyer will realize that they have come across an incompetent seller.

№6. "Can you afford it?", "Here are the cheapest deals", "Unfortunately, we don't have any cheap products".

№7. "I highly recommend...", "I do not recommend..."

№8. "Can I tell you something/show you something/help you?"