Some salespeople or reps think that saying “I’ll be honest” or “I’ll be straight with you” makes it seem like they’re passing on valuable or confidential information. But these phrases often backfire, suggesting that you may be being dishonest.
Suggestion: There is no need to use I’ll be honest. It would be better to just tell the information directly.
I’ll be honest, we probably won’t be able to deliver the product in less than a month.
We probably won’t be able to deliver the product in less than a month.
2 You won’t find a better product out there.
Many salespeople or sales representatives assure buyers that their products are by far the best or the most superior offering on the market. This actually loses credibility.
Tip: Emphasize the unique benefits or features of your product.
3 I’ll give you X, but only if you sign by [date].
This type of ultimatum places an unnecessary burden on the buyer, and you should not pressure the buyer to purchase on your schedule.
Tip: Use the following question to understand the buyer’s goals and current challenges.
What’s stopping you from pulling Chinese Overseas Africa Number Data the trigger today/this week/this month?
4 Trust me.
While you may want to reassure buyers by saying “trust me,” that can come across as false and manipulative. Furthermore, trust is not something you demand; you have to earn it.
Suggestion: You can use a sentence like I’m confident that …
例子：I know a single day of training doesn’t sound like a lot, but I’m confident we can cover everything we need to in that time.”
5 I need this deal by X to hit my quota/win a contest
Buyers don’t care about your timeline or goals, they care about their own. Mentioning your timeline or goals Belize Phone Number List makes you look selfish and desperate.
Tip: A more effective way to close a deal is to show the buyer how the timeline will impact their own goals. For example, if they need the product on September 1 and it takes a month to deliver, it is in their best interest to close the negotiation by the end of July.
例子：To hit [buyer’s milestone] by [date], we’ll need to wrap everything up by [date].
6 No.
When you give a buyer a hard “no,” it’s hard to get the conversation back on track. That’s not to say you have to give in to every request they make, but you can soften the no by using positive language.
Suggestion: Consider using this sentence pattern: While I certainly understand, I’m afraid that’s not possible.
Or, if you’re willing to make concessions, try saying: We can’t necessarily do X, but we can do Y and Z, which will get us a lot closer to where we want to be.
7 I’d [like, need to get, have to have] …
Whenever you talk about your needs and wants, even during negotiations, the focus should always be on the buyer. So while you should be clear about your goals and where you’re willing to compromise, your language should always take into account the buyer’s needs and wants.
Proposal: Explain how your proposal will benefit the buyer.
例子：To give you the customer support you’re looking for, we’ll be in the 12 to 15 seat range.
8 That’s not fair.
The boardroom is not a courtroom. Appealing to your sense of justice will only make you look immature. Ideally, you will reach an agreement that satisfies both parties, but when the other party makes something you think is excessive, never say “that’s not fair.”
Tip: To show that you are listening, you can first restate their request and then determine their motivation for making the request. Finally, you can use this information to make a counterproposal.
example:
你: You’d like the $500K package with 240 day payment, correct?
Buyer: Yes.
你: Tell me about how those payment terms will affect your cash flow.
买家: Well, we’re currently looking for ways to decrease our annual payables outlay.
你: Got it. What if we instead did …
9 You want a high-quality product, right?
Questions like: You care about quality, right? or You want the best bang for your buck, don’t you? will put most buyers off.
Tip: Focus on the value of your product by asking a price- or quality-focused question to guide the other person to their own conclusion.
Example: If you provide business video software, you might ask the buyer: Are you interested in having an account manager? That option is only available with the package we’ve been discussing, but the training and support can help you get the most out of the platform.
