Sales Presentation Training – Don’t Say This…

sales-techniquesDo you ever say “to be honest with you” or, “to tell you the truth?” If these words come out of your mouth during a sales presentation you are hurting your sales. What you say to your customers and how you say it can make the difference between closing and losing a sale. Sales presentation training requires sales professionals to use vocabulary that continually drives home the sale…

When you say “to be honest with you” or “to tell you the truth” – what your customer hears is that you’ve been lying to him for the last 5 minutes. Statements like these are common during a sales presentation when the sales person is nervous or has been asked a difficult question. Often, the “to be honest” approach is intended to add value or to emphasize the power of the product or service being sold. It doesn’t.

If you think about it – these types of phrases actually discredit everything you said prior and can destroy a sale becuase your implying that you lied and that you are, in some small way, underhanded. Who wants to do business with someone sneaky? Instead of using these tactics try factual, positive statements. For example:

  • Now, here is why this is important…
  • The most vital point is…
  • Here is the single most important reason why my customers buy from me…etc

These statements emphasize the positives of your product, build value, and have a much greater impact on your prospect. Find the right vocabulary, write it down, and practice. Sales presentation training is about getting better at “presenting” your product or service – work it!

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By DH

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