Sales Tip: Words can make or break your sale

Sept. 17, 2020
Like it or not, the words we use can make or break almost any sale, even if the product you’re selling fits the user’s needs.

Like it or not, the words we use can make or break almost any sale, even if the product you’re selling fits the user’s needs. Let the following topics and phrases guide your conversation, instead.

When discussing a major purchase, using ownership words like "yours” can really help. It produces a feeling of ownership to the prospect. Combine this with effective, open-ended questions that allow the customer to fill in the blanks, giving you both plenty to talk about.  

  • “What color do you want your new storage system to be? Red, Green, Blue, or Black?”  “Where will you store your new test gizmo?”
  • “This new tool will help you remove and connect hose clamps much quicker. The improvement in speed will pay for your new tool in one or two fast jobs, won’t it?”

A lot of us spend considerable time and mental energy comparing different products on the market. When it comes time to buy, many people like to feel part of a group and find comfort in knowing others have made the same decision. You can help bolster that confidence with phrases like this:

  • “The techs over at XYZ Chevrolet all use this tool to successfully repair (fill in the blank).”

All technicians like the words “quickly,” “fast,” and “easily” when considering a new product:

  • “With this new tool you’ll be able to quickly remove the broken starter in about half the time.”
  • “This new wiring tool is so fast that you’ll be able to cut, strip, and crimp wires quickly and efficiently.”
  • “Previously removing manifold stud bolts has been a difficult and slow process. This new tool does that difficult job easily, and without the usual problems.”
About the Author

Alan Sipe | President, Toolbox Sales and Consulting

Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.

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