If anyone has ever been on the receiving end of these messages, they never land well or make you feel good. Besides, we’re not perfect and slip ourselves. Here are the Top 13 Things Salespeople Say that Kill Credibility.
1. “I’m just following up…”
Sounds tentative, lacks purpose, and next steps weren’t established.
2. “To be honest with you…”
This suggests that you might not always be honest, vs. being assumed. Keep your language unjustified without qualifying honesty.
3. “What would it take for you?”
Sounds pushy; and cheesy. Instead, focus on understanding their needs to make a genuine connection vs. selling on price. You wouldn’t have to ask if you did a stellar job in your discovery process.
4. “I don’t normally do this, but I’ll make an exception.”
What do you normally do? Sounds sneaky, like you held back giving more value. And if you could do it, then how is it an exception?
5. “I’ll try to get back to you on that.”
Trying sounds apathetic. This show’s they’re not a priority, and a lack of urgency and attention. Be specific and intentional. Commit to a specific action and follow through to demonstrate authentic care.
6. “Sorry to bother you…”
This suggests your time or offer isn’t as valuable. Mind-Shift: Customers need you more than you need them. Instead, say, “I know you’re busy, and want to respect your time.”
7. “Does that make sense?”
This can come off as condescending, implying the prospect might not understand. Replace it by taking responsibility for your communication. What, if anything, do I need to share more about that I haven’t? “What questions, if any, do you have around ___ that I haven’t answered?”
8. “Our product is the best in the market.”
Prospects see this as empty sales talk that everyone says. Demonstrate your unique value proposition with concrete examples and customer success stories.
9. “I don’t know.”
You can’t know ‘everything.’ If you’re unsure, say, “I can answer that now. However, I don’t want to do you a disservice. I’d like to defer to engineering to ensure I have the proper information and don’t leave out any essential information.”
10. “I’m not even making commission on this.”
So, you work for free? Don’t make it about you or how much money you’re not making off the client. The customer doesn’t care.
11. “Trust me, this is the best deal you’ll get.”
Sounds desperate, arrogant and dismisses the customer’s need to compare options, something a good salesperson would support to demonstrate confidence in their offering.
12. “We’re the only company that does this.”
Highly unlikely and easily dis-proven, which makes you look untrustworthy.
13. “This is a no-brainer.”
Insults the customer’s intelligence if they have concerns or questions.
