The success of your UCaaS sales strategy hinges on your words. What you say to a customer can either instill confidence in you and your product or steer your customer toward a competitor. Even if your product or service is the best on the market, your words have the power to make or break the sale.
Don’t sabotage your sales efforts. Keep these 5 phrases out of your sales vocabulary.
1. “Trust me.”
By default, salespeople have the unfortunate disadvantage of being suspected for dishonesty. Scams, cons, and distasteful sales practices have tainted the marketplace and customers are cautious.
“Actions speak louder than words” holds true even in business. Credibility is vital for success in sales, but telling a customer to trust you is not the way to build it. Show, don’t tell, that you are trustworthy.
To prove you can be trusted, put your promises, proposals, and offers in writing. Use external sources to support the facts and claims you make in your sales pitch.
2. “I’ll be honest…”
Just as saying “trust me” can have the opposite effect, telling a customer you’re going to be honest implies that you’re not always honest in the first place. Using this phrase begs the question, “Was everything you said before untrue?”
Again, prove your trustworthiness by your actions. Strive for transparency, sincerity, and genuine motivation to help your customers make decisions that are best for their business.
3. “This might be out of your price range.”
Any time you believe you’re able to determine your customer’s budget, you lose. Treat your customer as a buyer, assuming they can and will do the deal.
Sidenote: Offering a lease financing option can eliminate hesitation caused by large upfront equipment costs.
4. “Sorry to bother you.”
This phrase gives the impression that you’re doing something you need to apologize for. If you really believe in your product or service, you won’t think you’re being a nuisance. If you’re offering something that will truly benefit your customer, there’s no need to apologize and you’re not wasting their time.
Remind yourself why the customer should care about what you’re offering. Go over the benefits and be confident in what you’re selling. Don’t make the sale about your own needs. Focus on the positive impact your product or service can have on your customer’s business.
5. “I’m just touching base/ checking in/ following up.”
Not only do these common phrases provide zero value to your customer, they also imply that you’re acting out of obligation.
When reaching out to a customer, provide something of value to them. Offer a resource that you believe would be helpful for them in the decision-making process. For example, “I thought this e-book might help you prepare for making the switch to cloud communications.”
Be honest about what you’re asking. Rather than a generic “check-in”, be candid about wanting an update.
Your words matter. Choose them wisely and increase your chances of UCaaS sales success!