We were late for a meeting. We told the prospect I would be there at the top of the hour and we arrived 5 minutes late. We apologized and blamed the traffic. Is that a big deal? Some may say no but it does say something about us. If it happens a second or third time, what do you think the person thinks about us?
In business, there are certain values that are universally respected. Honesty, integrity, and transparency are just a few of the qualities that successful entrepreneurs and salespeople share. One of the most important of these values is the ability to keep your word.
Whether it’s a promise to deliver a product on time, or a commitment to follow up with a potential customer, keeping your word is essential in building trust and credibility. In this blog post, we’ll explore the importance of keeping your word in sales and in business, and how it can impact your success and reputation in the long run. So, let’s dive in!
Do you want to know how your word can make a significant difference in sales? As a salesperson, you have a crucial role to play in the business, and every word you say can either make or break a deal. In this article, we’ll share five ways how your word matters in sales.
1. Choose your words carefully
The words you use can have a significant impact on the sale. Therefore, it’s essential to choose your words carefully. Use words that convey confidence, trust, and credibility. Avoid using your industry jargon or technical terms that the customer may not understand. People who have been in the military may use terms that their peers easily recognize but the rest of us may view it as a foreign language. Focus on using simple and clear language to make your point. Some like to keep their speaking to a grade level of 5th or 6th grade. We don’t need to impress people with our vocabulary. We may risk losing them if we do.
2. Be positive
Positivity can be contagious. Therefore, it’s essential to maintain a positive outlook, especially when interacting with customers. Use positive words and phrases to make the customer feel comfortable and at ease. Positivity should be part of our brand and complaining about things should not be. Besides, who wants to be cheering up their vendor?
3. Use storytelling
Do you remember the facts and statistics of one of your favorite speeches? Or do you remember the stories? We can share stories about how our product helped a client who had some particular challenge. We are geared to listen more to storytelling. Think of the “once upon a time” starts to a story. That captured our attention. It still works for us as we get older. Storytelling is a powerful tool that can help you connect with your customer emotionally. Use stories to illustrate how your product or service can solve the customer’s problems.
When your prospect shows some hesitancy, sharing a story about how you have been hesitant to make a decision and how you benefitted once you did. You become more relatable as a person versus being viewed as a salesperson.
4. Listen actively
What does listening have to do with keeping our word? For one, when others are speaking, we should hold back on our words to let them finish. Understanding what they are saying is critical to how we are going to respond. Active listening is a critical skill that every salesperson should possess. It helps you understand the customer’s needs and preferences, which can help you speak directly to them. Listening actively also shows the customer that you value their opinion and are interested in them and this is not just about you selling a product.
5. Be authentic
Authenticity is crucial in sales. Customers can quickly pick up on insincerity or fakeness. Therefore, it’s essential to be genuine and honest in your interactions with the customer. Be transparent about your product or service’s features and limitations. This can help build trust and credibility, which can lead to a successful sale. Also, being one who can admit they don’t know everything, will lead to greater trust.
In conclusion, your word matters in sales. People are listening and observing how we use your words. Therefore, it’s essential to choose your words carefully, maintain a positive outlook, use storytelling, listen actively, and be authentic. By following these we can separate ourselves from those who are salesy and make a lot of promises. When we are viewed as one who keeps our word, our chances improve greatly.
