You know when you’re learning something new, or listening to someone talk and you ask a question…and the response is, “Like I said,” or “As I said earlier…”
I don’t know how this makes you feel, but some possibilities are:
- Like maybe you missed something
- Or that you weren’t listening well…or
- Some other unpleasant feeling
It’s possible it doesn’t bother you at all.
However, when selling, “Like I said” remarks can be off-putting to a prospect. It may not kill the deal, but why use words that risk psychological safety.
It sounds like this…
Prospect: So, you’re saying the flux capacitor fluxes 24/7?
Salesperson: Like I said earlier it does flux 24/7 without interruption
Prospects do not know your product or service as well as you do. It may be the first time they’re seeing it. Go slow. In the example above, there are so many better responses. Rather than “Like I said…”
Try these:
- Affirmation: Absolutely – 24/7!
- Compliment: Great question – it does flux 24/7
- Curiosity: I’m glad you asked. It does indeed flux 24/7. Is this important in your context, or not so much?
Or put them altogether.
“Absolutely. It’s a great question and I’m glad you asked. Unlike other solutions that only flux during weekdays, this enables your team to have 24/7 flux capacity. Would this be helpful in your situation, or is this not what you had in mind?”
So….”like I said,” there are far better options to “like I said…”
I hope this helps!