7 Words To Avoid In Sales | Patrick Dang | Skillshare

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Taught by industry leaders & working professionals
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3 Lessons (11m)
    • 1. 7 Words To Avoid In Sales Intro

      0:51
    • 2. 7 Words To Avoid In Sales

      10:15
    • 3. Next Steps

      0:22
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About This Class

Learn the 7 words to avoid in sales to close more deals.

You may not realize this, but sales is a game of slight advantage.

Just showing you're slightly better than your competition can mean the difference between closing a huge deal or going home empty-handed.

And sometimes, saying the wrong words can literally cost you the deal.

So in this video, we'll be going over 7 words you must avoid in sales so you can gain your competitive advantage.

Meet Your Teacher

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Patrick Dang

International Sales Trainer

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Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. 7 Words To Avoid In Sales Intro: everybody. What's going on? It's Patrick Dang here. Now, in this course, what you're gonna do is you're gonna learn thes seven words that you have to avoid in sales . Now, as you know, if you do any type of selling as a freelancer, entrepreneur or sales person or business development, you know that saying the wrong words might actually cost you the deal. So in this course we're gonna do is going to show you the seven words that you've gotta avoid in sales. And we're also going to show you the alternatives to replace those words with something that's much more effective in getting you to close the deal so far, Class project. What I want you to do is share with the rest of the community which word you found that you have a habit of saying and how you're going to change that and what you're gonna replace that ward with so that you can become a more effective cellar. So that said, if you are excited to learn the seven words that you must avoid in sales, I'll see you inside 2. 7 Words To Avoid In Sales: you might not realize this, but sales is a game of slight advantage, especially if you're selling into a competitive market. When customers are comparing your products and services with another person, really, the person who has a slight advantage, the person who's just a little bit better is the one that is going to win the deal. And as you know, in sales, when you say the wrong words, it might actually cost you to deal. So in this video, what we're gonna do is we're gonna show you my seven top words that you must avoid in sales to become a more effective cellar. Everybody, What's going on? It's Patrick doing here. And, like I was saying before saying, the wrong words and sales may completely cost you the deal. So in this video, what we're gonna do is we're gonna show you the seven top words you've gotta avoid, and we're also going to show you how to replace these words with better alternatives so that you can become a more effective seller. So with that said, let's go ahead and get started with showing you the seven words that you gotta avoid in sales now jumping right into it. The first word that we're gonna cover is problem. Okay, so any time you're in a sales meeting, obviously you want to talk about the customers or the prospects, challenges and problems that they have so that you can show your solution can solve their pains. However, if you use the word problems, sometimes some people see this as something negative. Right? Has a negative connotation, like something is wrong and by using the word problem. Sometimes people may feel like they don't want to review their problems to a stranger, and they might clam up. And then they may not give you the right information you need in order to give them the best selling experience possible. So instead of using the wort problem, which you know can be problematic, you want to replace that word with an alternative. And what I like to recommend is using the word challenge. So when you use the word challenge, it's pretty much the same thing as saying problem. However, the connotation is completely different, using the word challenges almost like an obstacle that you guys can overcome together in some. Suddenly, the sale situation might be a lot more fun and said of diving into someone's deep emotional pain. So when you replace the word problem with challenge, people are a lot more open with you. They don't feel like they need to hide anything. And they will tell you their challenges because they feel that you as a seller will help them overcome their challenges, which you will by selling your product or service. All right, so now we're gonna move into the next word that you got to avoid in sales. And the word is by now the word by itself can sound really sales the right. So if the sales person says, hey, you should buy my product Obviously the prospect of the customer is gonna be like, I don't want to buy anything you're selling. So instead of using the word by what you want to do is you want to replace it with different phrases such as Would you like to move forward? Would you like to invest in this solution, or would you like to take advantage of this opportunity? So, as you can see here, these phrases pretty much mean the same thing as by the customer is interested in your product or service, and they're gonna buy it. However, in set up telling someone to buy your just kind of saying, Hey, would you like to invest in our solution? Would you like to take advantage of this opportunity while it lasts? Right, So this connotation is completely different. So instead of pushing someone to buy your product or service, which may make them few a little hesitant instead, look at whatever you're selling as an investment for this person. And investment essentially can make someone's life better instead of being like all the other sales people who are trying to get their customers to buy, buy buy instead. You're trying to get your customers to invest in your solution, and that's gonna be completely different. Your atonality of how you come across in that sales meeting is gonna be so much more smooth . All right, so now we're gonna move into the third word that you gotta avoid in sales. The word is pitch. Now, when I use the word pitch, a lot of the guys Washington's might feel like, Oh, I don't want to watch a sales pitch or I don't want to hear a pitcher. Just gonna try to sell me something right, and it has his negative connotation. So instead of using the war pitch instead, what you conduce is use the word presentation, demonstration. Or if you want to pitch your idea or product or service, let's say verbally or face to face with our presentation, you could just say, Hey, are you interested in hearing what I do or how I can help you and the prospect of the customer's gonna say Sure, And then it opens the opportunity for you to actually pitch your product or service. But you don't necessarily have to say, Hey, do you mind if I pitch you because people don't want to hear a pitch? But if you say hey, would you like to move forward to a demonstration? Ah, presentation. Would you like to hear how I might be able to help you? And when you phrase it in this way, people are a lot more likely to listen to whatever it is that you say in the end of the day , you're still essentially pitching your product or service, however, how you go about it and how you enter that pitch, right? The framing before you even come into the actual pitch makes a huge difference in how people perceive you and how people perceive whatever it is that you are selling. All right, moving into war number four. And the word is honestly or it could be a phrase, which is, to be honest, right? Someone says, Hey, to be honest with you, Baba Baba, Now here's the problem with using the word honestly. Or, to be honest, it implies that everything that you have said throughout the entire sales meeting is essentially not honest. And by using this phrasing you're saying, OK, now I'm gonna tell you the truth. The reason why you don't want to do this is because by using the word honest or honestly or , to be honest, you're basically saying that you're lying to the prospect and that they should trust you now. But pretty much when you're asking someone to trust you in that way, they're not going to trust you. Any time you use this type of phrasing, what's gonna happen is the prospect has their guard up. They're going to feel like everything you say may or may not be true, and they're not sure what's truth and what's not so pretty much What you want to do is just completely avoid the word honestly honest or to be honest. So you never run to a situation where the prospect feels that what you said beforehand wasn't the truth. All right, next word that we are gonna cover and that is going to be contract now the word contract itself. It's very feels very restricting or limiting, or like if someone signs a piece of paper and maybe they didn't read everything that they're gonna sign their Solway. So there's a lot of negative connotations to the word contract. And for a lot of business out there, you have to sign a contract in order to move forward with a deal, especially if it's a large deal. Size right. So instead of using the word contract, what you can do instead is replace that word with agreement, right? So if I said hey, would you like to move forward with the agreement this week? Right? That sounds a lot more flexible and open and welcoming compared to the word contract. If I said, hey, do you want to sign the contract this week? They're gonna be like Let's just push it off to next week, right? But if it's using the word agreement, it's a lot more friendly. It's a lot more open, and people are a lot more receptive to it and receptive to you because they don't feel like you're trying to lock them in anything. And again, at the end of the day, these things are actually all the same. Write a contract is a contract is a piece of paper that both people agree on. However, how you say the words which words you are using will make a difference and how people will perceive you. And, you know, if you are making people feel comfortable and they like you and they trust you, you're a lot more likely to close the deal compared to if you use all these hard words like contract now we're gonna move into the next phrase, and that is, trust me. And using the word trust me is very similar to using honestly or to be honest. So when someone says, Trust me, it's kind of weird because someone who's trustworthy shouldn't tell other people to trust them. Their actions and what they do should create the feeling of trust, right? But whenever someone uses the word trust me or hey, to be honest, you should do X Y Z. It's kind of strange because typically, that's when people keep their guard up, because people who ask another person to trust them typically aren't very trustworthy. And that's the subconscious thing that we have going on in their minds. So what you want to do is just completely avoid the word. Trust me instead. If you want to build trust with your prospect or with your customers instead of telling them to trust you instead, just do the right thing and really try to help them out as much as possible instead of trying to fill your own pockets. And naturally you're gonna build report, you're gonna build trust, and you don't have to say anything about having the other person trust you if they don't believe you, if they don't believe you, that's something that you did something you said. And you have to fix your attitude, however, just avoid the word and phrasing. Trust me, and you're gonna just, you know, save yourself from a lot of headaches. Okay, so now the final word that we are going to cover for this video is going to be objections. The reason why you don't want to use the word objection is because it kind of invites a lot of negative connotations to why someone shouldn't buy your product or service. And I'll give you an example. If I was a sales person and I went to another person trying to sell them something at the end of the meeting, I say, Hey, do you have any objections for me, then in automatically? What happens is for that person they're gonna think of. Okay, let me think of all the reasons for why shouldn't buy and just, like, throw it at you, right. And although you want to understand the reason for why someone doesn't buy so you can kind of clear them, you don't want toe position it as objections because it creates, like this conflict of thinking of all the reasons for why they shouldn't buy instead of using the word objection which essentially has a negative connotation. What you want to do is you want to replace that word with different types of phrasing. For example, What you can say is, is there anything else you need to see before moving forward, Or is there anything else that may stop you from moving forward with the deal? So pretty much. This is just a phrase that allows a person to bring up other objections. However, you don't have to use the word objection because again, that has a negative connotation, and it puts the person in the wrong mindset and especially it puts him in defense mode versus buying gold. So when said, you want to say things like, Hey, um, you know, is there anything else you need to see before moving forward with your investment? And if they have objections, they'll tell it to you. But it's a lot more of an open dialogue where they can tell you any of their hesitations or concerns. And then as a sales person, you can kind of handle those objections and making the prospect feel confident in their buying decisions. So just completely avoid the word objection and replace it with different types of phrasing . All right, so those are gonna be the seven words that you gotta avoid in sales. So if you have the habit of using these words, make sure you just replace them with some of the phrasing and words that I shared in this video. Or if you want to put in your own flavor in your own style, usual words that are similar that fit into your selling situation and in the comments, you know, I'm curious. Which word do you find yourself saying all the time? And how are you going to replace that or what are you going to replace it with? Put it in the comments. I'm really curious to hear feedback. And here, you know what you're learning out of these videos. So what? That said Thank you for watching. I appreciate all your support. Hope you guys get a lot of value out of these videos, and I'm going to see you guys in the next one. 3. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.