The words we use when speaking to potential clients can make or break almost any sale.
Do you ever walk into a shop on a rainy, hot, snowy, or all-around crappy day and start your sales call with a customer by commenting on how horrible the weather is? Believe me, the technician knows how bad the day is since they’re working under a vehicle potentially dripping water or snow onto them. What good is this opening doing for your sales presentation? All you’re doing is reminding the customer that it’s an awful day and he has to work in it. You certainly haven’t improved his purchasing mood or your chance of success.
Even worse is complaining about your spouse, kids, girlfriend, parent, coworker, or boss. All this does is remind the customer that they, too, have issues at home or work, and since many of those issues tend to involve money they have no money to spend with you. Rather than play the commiseration game, try a short phrase like this one instead:
- “I’m sorry you have that issue at home to deal with. Let’s look at this month’s specials and see what we have to at least make your work life easier.”
