{"id":10492,"date":"2017-03-14T12:25:09","date_gmt":"2017-03-14T12:25:09","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/9-words-phrases-avoid-sales-prospect\/"},"modified":"2025-01-02T08:36:37","modified_gmt":"2025-01-02T08:36:37","slug":"9-words-phrases-avoid-sales-prospect","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/","title":{"rendered":"9 Words &#038; Phrases to Avoid with a Sales Prospect"},"content":{"rendered":"\r\n<p>Whether it is time for a touch-point call or you\u2019re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it\u2019s time to strike these words and phrases from your selling vocabulary.<\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#1_%E2%80%9CAre_you_the_decision_maker%E2%80%9D\" >1. \u201cAre you the decision maker?\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#2_Filler_words_%E2%80%9CLike_um_ah_you_know_but_basically%E2%80%9D\" >2. Filler words \u201cLike, um, ah, you know, but, basically\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#3_Acronyms_and_Lingo\" >3. Acronyms and Lingo<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#4_Weird_Jokes_or_Ice-breakers\" >4. Weird Jokes or Ice-breakers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#_5_Starting_your_conversation_with_%E2%80%9CHow_are_you%E2%80%9D\" >\u00a05. Starting your conversation with, \u201cHow are you?\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#6_%E2%80%9CWhat_will_it_take_to_earn_your_business%E2%80%9D\" >6. \u201cWhat will it take to earn your business?\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#7_%E2%80%9CDont_you_want_to_save_money%E2%80%9D\" >7. \u201cDon\u2019t you want to save money?\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#8_%E2%80%9CIs_price_the_only_thing_holding_you_back%E2%80%9D\" >8. \u201cIs price the only thing holding you back?\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/#9_Interjecting_Inspirational_Quotes_or_other_extraneous_language\" >9. Interjecting Inspirational Quotes or other extraneous language.<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_%E2%80%9CAre_you_the_decision_maker%E2%80%9D\"><\/span><em>1. \u201cAre you the decision maker?\u201d<\/em><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>In today\u2019s organizational structures, there is often more than one decision maker, so this question sounds terribly dated to most prospects. Even worse, this question could give a prospect an easy out, simply by claiming they can\u2019t make the decision or don\u2019t have the power to buy. A better question to ask would be \u201cHow does your organization make buying decisions,\u201d and then listen to the response.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Filler_words_%E2%80%9CLike_um_ah_you_know_but_basically%E2%80%9D\"><\/span>2. Filler words \u201cLike, um, ah, you know, but, basically\u201d<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>These verbal crutches are conversation killers and they are insidious because you may not even realize you are using them. Throwing in too many fillers, from \u201cyou know\u201d to \u201cum\u201d and even \u201chonestly\u201d may be preventing your buyer from hearing your actual message. Incorporating pauses into your speech instead of falling back on fillers will make you sound more professional and informed, which may help your prospect to listen more closely.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Acronyms_and_Lingo\"><\/span>3. Acronyms and Lingo<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>You have in-house and industry lingo that you use with your team, but that jargon may not be familiar to your client. Peppering your conversation with this type of language or overusing acronyms may cause your buyer to stop paying attention at all. You even risk embarrassing your client if they don\u2019t understand the terminology you are using. Use acronyms or lingo with caution and be sure that your prospect understands what you are talking about.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Weird_Jokes_or_Ice-breakers\"><\/span>4. Weird Jokes or Ice-breakers<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>An odd or even inappropriate ice breaker can derail the conversation entirely. Even if you don\u2019t turn the prospect off completely with a weird joke or comment, it does not add anything to the conversation and only makes you memorable in an unfortunate way. Keep things professional by offering polite, non-controversial small talk to break the ice instead of relying on an oddball question or joke that could fall flat.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"_5_Starting_your_conversation_with_%E2%80%9CHow_are_you%E2%80%9D\"><\/span>\u00a05. Starting your conversation with, \u201cHow are you?\u201d<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>The conversation can go one of two ways when you ask this open-ended question:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><em>\u201cFine, thanks.\u201d<\/em><\/li>\r\n<li><em>\u201cAwful! My car broke down, my kids are sick and my dog died yesterday.\u201d<\/em><\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Neither of these answers moves the conversation forward in any way. This question is also very general and not tailored to your prospect at all. Instead of starting with this dead-end query, fall back on your notes and ask a more specific question \u2013 from how they did on the golf course last weekend to what they thought of the speaker at the recent conference you both attended. Both approaches are true conversation starters and far more productive than \u201cHow are you?\u201d<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"6_%E2%80%9CWhat_will_it_take_to_earn_your_business%E2%80%9D\"><\/span><em>6. \u201cWhat will it take to earn your business?\u201d<\/em><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>This open-ended question sounds dated and may trigger more of a response or request than you are used to dealing with. It also seems like an approach used by a used car salesperson or door-to-door seller \u2013 incorporating this phrase into your own sales vocabulary may not get you the results you want.<\/p>\r\n\r\n\r\n\r\n<p>You\u2019re already committed to earning their business, so instead, probe about what is most important to them. The reason to buy can be many things\u2014solving a problem, or having the fastest, best or newest thing it can be\u2014it can even be purely aesthetic. \u00a0<a href=\"https:\/\/www.sandler.com\/blog\/stop-telling-and-start-selling\">Learning \u201cwhy\u201d someone is motivated to buy<\/a>\u00a0is far more important than asking them to declare what would make them buy.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"7_%E2%80%9CDont_you_want_to_save_money%E2%80%9D\"><\/span><em>7. \u201cDon\u2019t you want to save money?\u201d<\/em><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>This question sounds quite confrontational and you run the risk of putting the prospect off entirely. You\u2019ll basically be putting the client on the defensive and forcing them to either buy or admit that they actually are not interested in saving money for their company. And honestly, doesn\u2019t everyone want to save money?<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"8_%E2%80%9CIs_price_the_only_thing_holding_you_back%E2%80%9D\"><\/span><em>8. \u201cIs price the only thing holding you back?\u201d<\/em><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>This phrase puts you in a situation where you are almost begging the customer to ask for a discount. By asking this question, you are essentially admitting that you may have to give a discount to close the sale and that you have the power and flexibility to do so. It also implies that the buyer has more negotiating room than you may actually be able to offer.<\/p>\r\n\r\n\r\n\r\n<p>If the prospect seems reluctant to make a decision, ask them where they are on a scale of 1 to 10; 10 being ready to buy and 1 being \u2018not interested.\u2019 Then, based on their answer, ask them what they need to move them closer to 10.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"9_Interjecting_Inspirational_Quotes_or_other_extraneous_language\"><\/span>9. Interjecting Inspirational Quotes or other extraneous language.<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>\u00a0<em>\u201cYou know you miss 100% of the shots you don\u2019t take.\u201d<\/em><\/li>\r\n<li><em>\u201cIt\u2019s not about having the right opportunities. It\u2019s about handling the opportunities right.\u201d<\/em><\/li>\r\n<li><em>\u201cTake risks.\u00a0 If you win, you\u2019ll be happy; if you lose, you\u2019ll be wise.\u201d<\/em><\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>If you\u2019re falling back on clich\u00e9s, you\u2019ve run out of anything constructive to say. Inspirational quotes may motivate you and even look great on an Instagram post, but aren\u2019t relevant in the selling process. Instead, make sure you\u2019ve really teased out the needs of your prospect and how your product or service can solve those needs\u2014 in your own words. \u00a0<\/p>\r\n\r\n\r\n\r\n<p>Effective selling is about finding out what buyers want and need, and determining whether you can fill that need or solve their problems. Avoid turning off a prospect or wasting their time with idle chatter to help ensure that they\u2019ll take your calls, and that you can have productive conversations that move your relationship forward.<\/p>\r\n\r\n\r\n","protected":false},"excerpt":{"rendered":"<p>Whether it is time for a touch-point call or you\u2019re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it\u2019s time to strike&#8230;<\/p>\n","protected":false},"author":167,"featured_media":10493,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1193,1105,1194,1177],"class_list":["post-10492","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-sales-pitch","tag-sales-process","tag-sales-prospect","tag-sales-techniques"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>9 Words &amp; Phrases to Avoid with a Sales Prospect | Sandler Training<\/title>\n<meta name=\"description\" content=\"Whether it is time for a touch-point call or you\u2019re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it\u2019s time to strike these words and phrases from your selling vocabulary.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/9-words-phrases-avoid-sales-prospect\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"9 Words &amp; Phrases to Avoid with a Sales Prospect | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Whether it is time for a touch-point call or you\u2019re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. 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