SlanginCyberSec

Account Executive

Any phrases you learned along your sales journey that help you to sell?

When I first started in SaaS sales, I had a conversation with our VP regarding cold calling.

He suggested using the phrase 'If that's okay with you?' with a prospect to break down their guards when asking for a meeting or next steps.

(Example = "Let's put something on the calendar for the next week and invite your team for a technical demo. If that's okay with you?" '

I'm curious if you learned specific phrases along your sales journey that helped you sell more/better.

🔎 Prospecting

👑 Sales Strategy

📣 Demos

25 comments

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salesnerd

WR Officer

Head of Growth

Here's the biggest phrase that helped me sell more:

"..."

Nothing. When I learned to shut my mouth, I realized that buyers are willing to talk. When buyers talk, they tell you things. Once I no longer felt like I had to fill every silence with my own voice, I started closing more deals.

BulkPony

Tycoon

Enterprise Account Executive

This is absolutely true. Becoming comfortable with the silence and not feeling like every break in conversation is a bad thing. If you can "wait out" the prospect on filling that empty space, they are going to share information that otherwise you may have talked right over.

Chep

WR Officer

Bitcoin Adoption Specialist

So true Salesnerd spot on advice

34fifty

Valued Contributor

Team Lead

Indeed. We focus on our pitch, our scripts etc. But we never focus on listening. As the saying goes, You give a man long enough rope, he will eventually make a noose and hang himself.

beerisforclosers

Politicker

Account Manager

I cannot recommend the book "Never Split the Difference" enough. The number one thing is of course to shut up and listen, but when it's my turn to speak, I always try to work in a question that lets the customer say "no" so they can feel like they're controlling our conversation.

The simplest example is:
"Is now a bad time?"

Everyone asks if it's a good time when they get someone on the phone. We are coached to have prospects say "yes" as much as possible, but I've found breaking that mold and giving them chances to tell me "no" helps the power feel balanced and gets me to close quicker.

Changed my sales game. Hope it helps!

vidalSaaSoon

Big Shot

Account Executive

That guy Chris Voss (author of the book mentioned and former FBI hostage negotiator) really knows his stuff. It doesn’t always translate perfectly, but a lot of his concepts are right on the money.

scottiePIPpen

Account Manager

100% this - his Masterclass on negotiation is so good for sales, I cannot recommend it enough.

Tres

Politicker

Account Executive

Yes! That's exactly what I was going to say, phrase the question so they can say "no". Another example, "would you be opposed to __?". That way they can say "no" and it gives you the result you want.

LordBusiness

Politicker

Chief Revenue Officer

One of my favorite phrases is “what’s in it for you” when hitting home a key value prop or feature in a demo. I’ve found this brings most prospects “back” to full engagement. One thing I’ve worked hard NOT to say over the years is “make sense?” When transitioning. I (a lot of us) say it almost subconsciously, but it provides no value. I mean how many times is someone going to say “actually no, I’m an idiot and don’t get it”

BmajoR

Arsonist

Account Executive

I like this a lot... but what is your method for ensuring they understand your point or feature you are showing? I am in the early stages of selling a complex product and I'm very guilty of using "does that make sense"

Michaeldercole

Manager of Origination and Partnerships

I like to present the point and say I want to take a minute to pause if you have any questions. Again, getting them engaged in the process

Hocael

Fire Starter

Partner Manager

I tend to say “I know I’ve thrown a lot at you. Are there any questions at this point? What can I help clarify?”

1nbatopshotfan

Politicker

Sales

I like to finish with “what do you think our next steps should be?” As a way to get them engaged early on an execution plan. They are now on my team and selling with me.

vaibhav

VP Sales @KreativBricks

I did this and the client himself said that the next steps should be to onboard his team for a trial and if things go well they'll pay for the yearly billing.

Gentry

Sr. Manager

Big training point on our team. Every single conversation needs to end this way until contract is signed

1nbatopshotfan

Politicker

Sales

It’s simple! But effective.

2tacosplease

Sales Exec

couple that stand out to me...

Is that fair - slightly different, usually around next steps, but gives you something to hit on later.

Have you given up on this project for now? - ghosted, one sentence that's it. good response rate. i usually change subject to that and put that in the body. great for multi-threads with multiple DM's

Who would feel left out if they were not on this call/demo? - helps get DM's and roles

SgtAE

WR Officer

One tip I learned that increased my response rate, I switched my email sign off from "kind regards" to "with gratitude". It shows more empathy and states that you are grateful for the prospect opening and reading the email. I usually only sign off on emails like that when i've written them myself and it isn't automated.

Recently i've switched over to an industry specific phrase for signing off "to your Devops success", cheesy but I think the customers like the adherence to brand :)

hurtscuzimold

Opinionated

Dude abiding

Not saying “quick and dirty in a meeting” helps me lol

Chep

WR Officer

Bitcoin Adoption Specialist

“I apologize if my action disturbed your day my intention was to be a resource” if a prospect is upset I cold called them

Senor

Contributor

CEO

Over used but still effective KISS keep it simple stupid

Gentry

Sr. Manager

I've seen a ton of success using blatant honesty when communicating to prospects that want me to just send them info rather than set a face-to-face meeting.

Example- "Jim, I'm a sales guy, of course I want to show you the largest possible products and hope you buy on the spot so I can get a fat commission. The reality is, it's better for both of us if you and I can sit down and find the right product rather than having me just send you info on our most expensive options. I'd much rather you start with something you're comfortable with so you're not overwhelmed in your first year and it clearly makes our renewal conversations a lot easier for me."

This has helped me show that I'm obviously trying to sell them for my own benefit, but also looking out for their best interests. It also moves the convo from "will you take a meeting" to "we are having the meeting and when we do, you are choosing a product".

EQSales

Opinionated

VP of Sales

the guidance from a mentor, "Price is a discussion in the absence of value." its just a reminder that if my conversations are mainly focused around pricing, its a reminder that i have a gap around champions, value and impact i need to go solve for

justatopproducer

Politicker

VP OF SALES -US

Yep, “silence is golden” (thank you Ari Gold) and “does that make sense” or “are we on the same page?”
I ask this at least once on every slide as I’m going through a go to market meeting or proposal.

hurtscuzimold

Opinionated

Dude abiding

“Wouldn’t you agree” or other suggestive terminology

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SlanginCyberSec

Any phrases you learned along your sales journey that help you to sell?

25 comments

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