Tweak Your Wording When Discussing With Your B2B Prospects

These tips aim to enhance communication and build a positive rapport with potential clients in a sales context.

• Avoid "To be honest with you" or "To be frank with you": These phrases may imply that you haven't been honest before and can undermine trust.

• Avoid saying "Trust me": Trust should be earned through actions, not just claimed through words. Saying "trust me" may have the opposite effect.

• Avoid "Sorry to bother you": Apologizing puts you at a lower status. Instead, confidently present what you have to offer without unnecessary apologies.

• Don't use "Just following up": This phrase is overused in sales and may signal that you're trying to sell something. Instead, focus on adding value and addressing the prospect's needs directly.

• Replace "Buy" with "Own" or "Take this home with you": The word "buy" can trigger resistance, so using alternative phrases that emphasize ownership can be more effective.

• Replace "Contract" with "Agreement" or "Paperwork": The word "contract" can feel heavy, so using lighter terms like "agreement" or "paperwork" may be less intimidating.

• Avoid saying "I haven't heard back from you": Instead of making the prospect feel guilty, focus on adding value and offering something meaningful in your follow-ups.

• Eliminate the use of "Individual": It's a cold and institutional word. Use more casual and conversational language when addressing people.

• Never claim "We are better than [Competitor]": Avoid putting down competitors directly. Instead, focus on understanding the prospect's needs and demonstrating how you can solve their problems.

 Source:

https://www.youtube.com/watch?v=UfQS91N7gn0&list=PLyVgVZd7jUlrAwzxca3m8pzo6Z3Y1KejV&index=130