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Do you think the language you use during calls & demos (outside of the script) make a huge impact on your deals?

I recently read about the psychological effects of language and how using just a few words and tonality you can change your prospect's state of mind and keep them interested. So wondering if any of you peeps have seen this in your calls

๐Ÿ‘‘ Sales Strategy
11
Salespreuner
Big Shot
+11
Regional Sales Director
Yes big time
Ace
Arsonist
+9
CEO
Any pointers?
Salespreuner
Big Shot
+11
Regional Sales Director
Instead of is it good time to talk,ย 

Thanks for answering my call, do you have a moment pleaseย 

The reason of my call was..
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Chep
WR Officer
+10
Business Development Team Lead
Yes I heard somewhere that sales people that curse tend to have a higher percentage close rate because it makes the prospect trust them. (A curse word here and there not just saying fuck every chance you get)
IA
IApplyFakeDiscounts
Good Citizen
Mid-Market Account Executive
Can confrim. Cuss a lot with prospects that I feel will be receptive, top biller out of 40 reps last year.
Chep
WR Officer
+10
Business Development Team Lead
Beast๐Ÿ”ฅ
Ace
Arsonist
+9
CEO
Yes, Even Ben Horowitz believes that it's important for internal culture too
OrangeOrange
Good Citizen
+1
Account Executive
This is mostly because it gives the listener an impression of openness and increases their trust as long as it was not meant as a sign of disrespect.
JuicyKlay
Politicker
+9
AM
Interesting concept! I always thought it was the opposite.ย 
CuriousFox
WR Officer
+11
Needer of Life Alert
I tailor my language to the prospect I'm meeting with at the time.

I remain professional, but I do use humor. Every time. They may not always laugh but eventually they will love me. Damn it.ย 
Ace
Arsonist
+9
CEO
Honestly, humor would work on me for sure. And has many times too
SA
SADNES5
Politicker
+6
Business Development
I'm a firm believer in being myself, that's what booked the meeting. I try and mirror cadence, tone, language, word choice of the prospect... And when we were in person body language.ย 

I used to play little games in long meetings where I'd put my hand on my chin and see who mirrors me. Then lean forward. Cross leg. Etc.ย 

That person is my vector. They like me. I get them on side. Nodding. Agreement words. Assumptive next steps.ย 

I always, always, always, ask for a favour. Even if it's not something I need, it's an anchor. Plus "no one does anything for someone they don't like"ย 

Examples: send me some documents, organize a tour, cc me in an introduction, grab coffees from a coffee shop near them for the next meeting (on my dime). Things like that.
sales101
WR Officer
+5
Senior Account Executive
100% prospects donโ€™t tend to trust people that sound or act like robots
Ace
Arsonist
+9
CEO
Totally!
Sergio
Contributor
+2
COO
๐Ÿค–
MMMGood
Celebrated Contributor
+10
Senior Account Executive
I personally donโ€™t...at least until I have a good relationship with the contact. I try to keep it professional and speak intelligently. Doesnโ€™t mean there isnโ€™t opportunity to inject humor or personal experiences and stories, but cussing right out of the gates is risky.ย 
Ace
Arsonist
+9
CEO
Yes I agree but by language I meant the use of words in general not just cussing but use of certain words in a way, if you know what I mean
MMMGood
Celebrated Contributor
+10
Senior Account Executive
I do and itโ€™s been a previous topic,
somewhat.ย https://bravado.co/war-room/posts/thoughts-on-sounding-professional
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Worf
Politicker
+5
SDR
Gong did a really great study about how It affects calls and how it looks if, say, they curse too, you curse alone, or your prospect/disco curses first. I'll include it here @Aceย 

https://www.gong.io/blog/how-cursing-impacts-sales/
Ace
Arsonist
+9
CEO
Thank you so much!! Will check this out
Worf
Politicker
+5
SDR
No problem! I don't have Gong but I found this tidbit of research great!
SgtSDR
WR Officer
+7
Business Development Representative
Definitely, I'm finding that with certain phrases I get certain responses. When i'm cold calling the first 30 seconds is pretty much dedicated to getting permission to continue the conversation.

"have I caught you in the middle of anything"
"I was hoping for the opportunity to ask you a few questions"
"If I have permission from you"

Without these phrases the prospect generally hesitates and hits you with an objection.ย 
Ace
Arsonist
+9
CEO
I agree. The use of phrases and certain words, although subtle, goes a long way to tilt the deal on our side
SADNESSLieutenant
Arsonist
+8
SDR
100%ย 
thegoodleads
Good Citizen
Senior Account Executive
1000%
Ace
Arsonist
+9
CEO
Feel so too!
braintank
Politicker
+6
Enterprise Account Executive
I switched from "Do you have any questions?" to "What questions do you have for me?" and it made a world of difference.
Ace
Arsonist
+9
CEO
Because people are focused on asking questions by default? This is a great phrase to help them going
braintank
Politicker
+6
Enterprise Account Executive
Stole it from "Exactly What to Say" -- a great little book. You turn a bad yes/no question into a conversation. Turns what is typically the cringiest part of any meeting into an assumptive close.ย 
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Sergio
Contributor
+2
COO
Thatโ€™s a great way of avoiding giving people an out. I try not to ask questions where a NO can be a default answer.
SalesPharaoh
Politicker
+8
AM BDR
Yes of course if your tone is calm and smooth it gives off this cool vibe that you are confident in your product and puts the other person at ease.
looper1010
Celebrated Contributor
+12
Account Executive
Heck yeah!
Slavic
Good Citizen
Director - Enterprise Sales
Script?
Ace
Arsonist
+9
CEO
The script provided by the org for the cold calls or cold emails
Slavic
Good Citizen
Director - Enterprise Sales
People use that?
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southernfriedsales
Opinionated
+8
Senior AE & Business Owner
Yes, you could even go further to say the โ€œunsaidโ€ is usually the most important.ย 

Everything outside the script. Those discussions between are where the deal is decided.ย 


Ace
Arsonist
+9
CEO
Very well put!
goose
Politicker
+10
Sales Executive
Words matter. ย I don't think you can change their mind but I think you can change their perspective; then they may change their mind.
Ace
Arsonist
+9
CEO
Yes exactly, it's a subtle nudge to get them on your side
acctdev
Opinionated
+2
SDR
Language is key, but I almost feel like tone plays a bigger role. Two people can say the same exact thing but if it doesn't sound natural/genuine then it won't hit
Ace
Arsonist
+9
CEO
Yes I read a study recently that talks about tonality and how you can leverage it to convince more people or get them to listen so I think you're right here
beerisforclosers
Politicker
+8
Account Manager
I think it's especially important when you sell to different verticals. Do your best to speak the customer's language! Are they a hospital whose end customers are patients or a retailer whose end customers are consumers? Trying to make small changes to the script to speak their language makes such a big difference!ย 
Ace
Arsonist
+9
CEO
Thank you so much! I have been working on my phrases
bartonmyfrench
Contributor
Account Executive II
I cannot say enough about tonality. Also, have to have webcams on even if you're an engineer. Everyone is trying to sell your prospect something so every little bit in your favor goes a long ways. Being able to see the way your prospects respond to things is almost as important as what you say I'd add.
Ace
Arsonist
+9
CEO
Yes I am big on keeping videos on too. Subtle facial cues go a long way and also seeing each other's face builds trust.
Sergio
Contributor
+2
COO
Absolutely, in a lot of cases people will react more to how you are saying something vs what you are saying.
Ace
Arsonist
+9
CEO
I've observed that too!
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