8 Words That Should Never Be Used When Talking To a Prospect

I was listening to a sales audio book by Tom Hopkins called Mastering the Art of Selling.  Tom brings up a lot of great ideas about the art or craft of selling.  In one section he talks about the psychology of selling and describes 8 words that should never be used when talking to a prospective customer.  These words have a negative connotation or meaning with people and could be the reason you lose the deal.  Here are the words and the suggested alternatives that you can use instead.

1.     Cost or Price instead use Total Amount or Total Investment

2.     Down Payment ….. use Initial Amount or Initial Investment

3.     Monthly Payment ….. use Monthly Amount or Monthly Investment

4.     Contract ….. use Paperwork or Agreement or Forms

5.     Buy ….. use Own

6.     Sell or Sold ….. use Get Them Involved or Help Them Acquire

7.     Deal ….. use
Opportunity or Transaction or Special

8.     Sign…. Use Authorization or OK or Approval or Endorse

I believe that the customers are fickle and the more that you can do to not offend them the better.  If you use the wrong words you can lose the opportunity to win the business. By being conscious of the words you are using in your discussions you can create a positive experience with your customer and generate more business.   

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