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Early in my startup career I lost a ton of money on blown sales opportunities.
It pains me to think about it.
But it hurts more realizing that it all could've been fixed with some very tiny, slight adjustments.
A thread:
It pains me to think about it.
But it hurts more realizing that it all could've been fixed with some very tiny, slight adjustments.
A thread:
0. What I realized was that there are certain words that destroy your chances of closing the deal.
When you say them in a sales call or demo, it has a negative affect on your prospect and thus pushes them away from closing.
Here they are:
When you say them in a sales call or demo, it has a negative affect on your prospect and thus pushes them away from closing.
Here they are:
1. Pitch
Give me 10 minutes and I'll give you my pitch.
Nope. Way too sales-y.
Say 'presentation' instead. Or "Let's have a discussion" which sounds like the players are much more on an even playing field.
Give me 10 minutes and I'll give you my pitch.
Nope. Way too sales-y.
Say 'presentation' instead. Or "Let's have a discussion" which sounds like the players are much more on an even playing field.
2. Cheap
Don't say your product is cheap.
Doing so cheapens it (see what I did there?).
People will think it isn't very good.
Instead say it's a valuable product, or tell a story how people have seen a ton of return from it.
Don't say your product is cheap.
Doing so cheapens it (see what I did there?).
People will think it isn't very good.
Instead say it's a valuable product, or tell a story how people have seen a ton of return from it.
3. Could / Might
When you say "could" or "might", it brings doubt.
"This product could help you."
The more doubt the prospect has, the less likely they are to close.
Instead, build trust by telling relevant customer stories of how others solved similar problems.
When you say "could" or "might", it brings doubt.
"This product could help you."
The more doubt the prospect has, the less likely they are to close.
Instead, build trust by telling relevant customer stories of how others solved similar problems.
4. Policy
You will need to have a second call, it's our policy.
Ugh, then maybe I don't want to work with you as there may be other policies.
Policy sounds too strict and unfriendly.
Say 'process', which feels a lot better.
You will need to have a second call, it's our policy.
Ugh, then maybe I don't want to work with you as there may be other policies.
Policy sounds too strict and unfriendly.
Say 'process', which feels a lot better.
5. Fee
My cringiest of all, a very common word to use in sales, and one that native English speakers hate.
Banks and mortgage companies have ruined this word for us, charging fees with no real foundation.
Instead, say cost.
Our cost is $395 to get started.
Much better.
My cringiest of all, a very common word to use in sales, and one that native English speakers hate.
Banks and mortgage companies have ruined this word for us, charging fees with no real foundation.
Instead, say cost.
Our cost is $395 to get started.
Much better.
Q. Do you need:
- quick sales tips
- startup software advice
- SaaS potholes to absolutely avoid
- the best ways to scale your SaaS company
If yes, then follow @Matt_Xsellus
I post all of the above and more.
- quick sales tips
- startup software advice
- SaaS potholes to absolutely avoid
- the best ways to scale your SaaS company
If yes, then follow @Matt_Xsellus
I post all of the above and more.
TL;DR
1. Pitch
2. Cheap
3. Could / Might
4. Policy
5. Fee
What would you add? What are the bad words to say in sales?
1. Pitch
2. Cheap
3. Could / Might
4. Policy
5. Fee
What would you add? What are the bad words to say in sales?
