“How you sell is more important than what you sell.” – Andy Paul, Global Sales Experts, and Author.
This quote by Andy Paul is deemed true by those in the sales and marketing domain as some words can be extremely powerful in engaging customers and improving sales skills.
But, have you ever wondered how using these powerful and persuasive words can trigger psychological responses? How they lead salespeople to a dramatic increase in conversions?
Words are important! This we know.
However, powerful words are the superheroes of the English language and deserve our attention. These words can drive decisions and once the salespeople tap into them, they can drive the prospect and convert leads into customers effectively.
10 Must Have Powerful Words to Improve Sales Skills What are the Factors That Strengthen Sales Vocabulary?
You can use powerful words to ensure better engagement as you evoke positive emotions from consumers. To understand how power words influence customers, let’s list down the factors that enhance good sales vocabulary. Some of these factors are-
- Clarity
- Good communication skills
- Positive attitude
- Trust
- A sense of urgency
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Therefore, as a sales representative, you must understand the emotions behind the use of these words. You must use these power words frequently and liberally to add more substance and weight to your conversations.
Let’s take a look at some of the must-use power words in sales.
Must Use Power Words to Improve Sales Skills
1. You
To be honest– selling is not as much about your product and features as it is about the needs and expectations of your customers. As a salesperson, you should remember to focus on ‘you’ and not ‘I’. You must understand and use these power words elicit strong emotions and compel people to take action.
One such way of doing that is by using the word ‘you’ in all your communications with your customers.
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Although, as a salesperson, you may desperately need to strike a deal and in the process start talking more about your organization and your product, it is always the customer who makes the final buying decision.
Therefore, you must channelize your energy and make the sales process a customer-centric one by focusing highly on the power words and customers’ emotions.
Use case:
SE: “It was great speaking with you today! I had sent you an email with details about {product} – I hope you got a chance to go through it. If you are satisfied, can I sign you up for a quick demo?”
2. Value
The power word ‘value’ helps define the worth of the product and helps convert your prospects into buyers. During your interactions with customers, keep the spotlight on the word ‘value’ and highlight the values the customer can derive from your product and not on the pricing only.
As you introduce exciting features your product offers, also focus on how it will create value for your prospect and business.
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To create more opportunities, you might be offering it at a lesser price; but try not to focus on it too much to strike a deal as the customer might feel the need to pushback.
Use case:
SE: “I see a great scope to make this work easily. Let me explain the value {product} could bring to your business.”
3. Because
This is an answer to all the questions beginning with ‘why’.
Why do customers need this product? Why is this feature important and what is the key takeaway?
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When interacting with customers and answering their queries, always include a logical reason that is clear and concise.
For example, the client may ask the reason why a specific feature belongs where it is. You can answer this with a ‘because…’. Giving a good reason satisfies the customer’s concerns and helps him to understand your point of view.
Psychology says that human brains love explanations. When you put forward your product, features, and the actions you want prospects to take in with a solid reason, they will be inspired into taking action.
Use case:
SE: “This {product} will be a great advantage to you because {product} has all the features SMEs like you need to scale new heights.“
4. Solution
What customers want for their business is a definitive solution and assurance of a foolproof investment. This is possible if they get to hear the power word ‘solution’. It is imperative for salespersons to confidently highlight positive results during their sales conversation by using the power word ‘solution’.
For example, while explaining different features during a product pitch, your clients might question you for additional values, add-on features, delivery dates, and so on.
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This is when you should provide the ‘solution’ to assure them that you have all the required answers in place to fulfill their expectations.
Use case:
{SE}: “I have a unique solution you will want to hear about.”
5. Imagine
Selling is not just about explaining your products and what values your product offers to your prospects. Selling is a process of storytelling. By using the word ‘imagine’ in a sales pitch, you put the customer in control of the discussion by discussing real-life situations and help bypass common objections.
This way, customer can visualize their challenges being resolved by using your product.
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As a salesperson, try to empathize and help your prospective customers imagine how effortless their processes can be by using your product to solve their challenges.
Use case:
{SE}: “Just imagine how easy your task will be once you start using our product.”
6. Guarantee
Let’s begin this one with a question. How will you feel as a customer if the salesperson guaranteed you success and security on your purchase? Secure, right? Authenticity and genuineness are valid concerns customers have. Using the right words can infuse a sense of security.
Highlighting that the use of the product is productive for an organization is a wise move on your part to enhance your sales skills and convert leads into buyers.
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The use of the power word ‘guarantee’ can make the customer validate their doubts about the product and may even provoke a response to immediately sign up.
Use case:
{SE}: “Our product is all-out to guarantee customer satisfaction.”
7. Free
However disreputable ’free’ may sound, everyone loves free things. Plain and simple! Using words like ‘free’ and ‘discount’ will interest customers and will surely help to grab their attention. The reason being, ‘free’ is a strong word that triggers excitement in your customers.
This classic power word also reminds the reader that they have little to lose and can experiment with your product immediately.
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As an example, companies giving free trials and mentioning this as part of their pricing hold enough power to entice customers.
Use case:
{SE}: “I would be happy to schedule a demo for you, or I can also sign you up for a free trial for one month. How would you like to take this forward {customer name}”?
Or
{SE}: “Hi {name}, this is {your name} from Kylas. Since you have liked the demo version of Kylas, can I sign you up for a free trial for a month?”
8. Now (in FOMO)
Salespeople often love to play around with the scarcity strategy to woo their customers. The word ‘now’ draws a connection with ‘calls to action’ and motivates people to act immediately when you offer them a great product at a great price.
Whether the usage of ‘now’ is in a sales pitch or an email, the fear of missing out (colloquially known as FOMO) on a good deal is a popular go-to concept for salespersons and advertisers to leverage as well.
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For example, phrases like ‘Book a demo now’, ‘Act now’, ‘Buy now’, ‘Schedule a Demo, Today!’, or ‘immediately’ can create a sense of imperativeness among your sales prospects.
If the salesperson can promise that and use these powerful words in their vocabulary to elicit urgency, your customers are more likely to take action that benefits you.
9. Benefit
Another powerful strategy used by salespeople is to focus on benefits and not specifications. Before a sales pitch is delivered, salespersons must do some research on client challenges, and try to understand what solutions, attributes, and benefits of your product are crucial to them.
A salesperson can begin by highlighting the benefits and convince the customer that their needs and expectations will be met.
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Moreover, they must convey to them that you are talking about benefits by using the word. But don’t use it frequently as your customer may see its use as a tactic rather than as a part of a conversation.
For example, a salesperson could find himself in the middle of a situation where the client might need some more help to differentiate your products from others in the market. This is where they can use the word ‘benefit’ to enlist the various advantages of the product vis-a-vis its competitors.
Use case:
{SE}: “I feel this [product] will give you an added benefit over your competitors.”
10. Save
The last one is the most powerful sales word ever. To denote monetary savings, saving time, or saving a copious amount of manual work is something every businessperson wishes. Sales representatives should use it in their vocabulary to provide their prospects with ideas of savings they can do with your products.
{SE}: “I’d love the opportunity to show you how {product name} can save your time and automate your sales processes in that regard. Please suggest a date for a Demo.”
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Or
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{SE}: “I have a solution that will help you save money.”
Although you may use different strategies to use powerful and convincing words, there are various factors you need to consider before selecting the right kind of words such as the goals of your sales pitch or the purpose of the meeting.
So, if you are in the business of inspiring and persuading, using the right power words can create an impact to help you achieve your targets. Next time, as you are communicating with your customers, slip in a few power words into your sales vocabulary to add more gravitas, close more deals, and earn your prospects’ trust in the process.
And lastly, it makes sense to use a Sales CRM for Small Businesses to manage and track your sales process, end-to-end.
