Avoid these words when selling

When talking with your prospects don’t say these words…

Words like pain, challenges, issues, and problems, can produce defensive responses from prospects.

Here are three examples with common trigger words:

Salesperson: “So what’s the problem you’re wrestling with most?”

Prospect: “Well, I don’t know if it’s a problem. I mean, there are always ups and downs.”

Salesperson: “It sounds like there are a number of challenges at play.”

Prospect: “I don’t know if I’d go so far as to call them challenges. We’re working hard and making good progress.”

Salesperson: “So what are the issues you’re having?”

Prospect: “I don’t think I’d call them issues, but rather we need a little help navigating some changes.”

Notice the difference when you use these safer words:

1. Help me understand the situation… 
2. Can you expand on your context…
3. You mentioned several scenarios…
4. To ensure I understand what’s happening at your organization…

I hope this helps!