Do you want to speed up the clothes, convert your sales faster, generate more relationships,
more leads than you ever have before.
There's some words you're gonna wanna avoid.
If you want to sell more and sell faster, I'm gonna walk you through the 30 words that
you'll want to stay away from.
In fact you'll wanna avoid them.
I would've said like the plague, but let's say like virus in order to be more effective
in sales and make sure you watch the whole video, cuz there's a bonus tip at the end.
I'm gonna include, Hey, I'm Sean Casemore and I help you learn how to be a high performing
sales professional so that you can earn more money faster.
If that sounded interesting to you, make sure you hit the light button on this video and
subscribe.
So you get notified each and every time I release a new video, you know, success in
sales is all about a language.
It's the words you use, the phrases you use.
It's how you ask questions.
And you've probably been told a lot about what kind of words you should use words like
you and us, right?
Inviting the buyer into your world and the product and the service that you're trying
to sell.
But has anybody ever talked to you about the words you don't want to use?
The words you wanna avoid, I'm gonna walk you through 30 words.
You're gonna wanna avoid.
I'll even give you some examples because those words tend to create a negative environment
and they don't help you.
In fact, they hinder you when it comes to moving your sale forward.
Let's jump right in to that list.
Okay?
I'm gonna to go through this fairly quickly and I've kind of grouped them together so
that they make sense for you and that you can make some notes as we go.
So let's start with this.
When you're talking, referring to the buyer, when you're referring to yourself, maybe even
referring to a competitor, you wanna avoid three different words.
Number one, I, because remember the buyer doesn't care about you, which is I, they care
about themselves.
So don't talk about, I do this and I do that, right?
Secondly, don't talk about they, they suggest that you're isolating yourself from somebody
else.
So if you're talking about a competitor, say one of our competitors, don't say they okay.
If you're talking about a client, talk about the client, don't talk about they it's 2d,
personalized, and along the same lines as I don't say me, right?
Number one, that's just Mo in most cases, bad grammar.
But number two, it's just a word again that focuses on you and not the buyer.
We want to flip that around.
All right.
Now I'm gonna talk about words that you may bring up during the sales conversation.
Okay.
Again, and I'll give you examples of why you shouldn't use these.
All right.
So in no particular order, let's it started honestly with you used the word honestly,
and I find some people, it becomes a habit.
You know, they're saying something like, well, honestly, let me tell you about this or let
me be honest with you.
Well, if you say that it suggests that you might not be honest, a
Liar,
A liar, or that at other times in the conversation, you weren't honest.
So avoid the word honest or honestly, trust me.
Just like honestly or honest, you shouldn't have to tell them to trust you.
Okay?
Trust is something you build.
So don't suggest they need to trust you.
You're gonna have to earn it problem.
You don't want to talk about problems, right?
A lot of times sales training's about my solution that solves your problem.
Well, we don't wanna suggest that the buyer has a problem because they're dealing with
it.
So it must be survivable at this point.
So don't use the word problem.
Talk more about solutions, opportunities, and options.
Again, notice these words, focus instead of the negative, we wanna focus on the positive.
Okay.
Here's a couple phrases.
I hear a lot.
We can't there's one or we won't, or we shouldn't the, we is okay, but can't, won't, shouldn't
all negative connotations.
You shouldn't do that.
We can't do that for you.
You don't want to do that again.
All very negative words that really take the buyer down a path of us telling them what
they should be doing or how they should be thinking.
And that's not what this is about.
Right?
Sales is about building trust and building a relationship.
If you're asking me for my advice, that's one thing.
But if I'm in a sales conversation, I don't want to be so explicit because usually I don't
know, what's behind that.
So saying you can't do that.
You shouldn't do that.
Those are words I wanna stay away from.
Okay.
Here's a couple words.
I hear a lot dream.
You can dream about that.
Or that's something I often dream of.
You wanna stay away from dream.
Nobody wants a dreamer.
When they're in a sales conversation, they want value and the word dream just doesn't
belong in any situation, unless maybe you're selling a dream vacation.
There's the one exception other than the at, I don't necessarily know what my buyers are
dreaming of.
So I'm not going to use that word cheap.
We're cheap.
We're the cheapest out there.
We're cheaper than the competition.
Nobody wants to buy anything.
That's cheap.
Right?
Welcome to discount prices.
I've got 1 99, I've got seven 90.
I've got 16, 90 cheap, cheap prices,
14, 11, 2 49.
They want good high quality products or services.
So don't use the word cheap.
If you have to talk about the fact that your price is lower than the competition, I would
say our pricing is competitive or our pricing is some of the best in the market, but I would
not say we're cheap along the way of cheap.
Don't talk about low cost, right?
Again, we wanna make sure when we're having a sales conversation, we're setting the buyer
up for discussion when it comes to our price.
So we don't want them to have in our mind that we're cheap or we're low cost.
Because when we do present the price, no matter what it is, it's gonna be too high.
So don't talk about low cost.
You can talk about lowering their costs.
That's a different thing, but don't say we're a low cost solution for you.
Because again, it cheapens your solution, your product, your service, which is something
we don't wanna do before we actually present price.
New new is a word that you want to avoid in sales conversations.
Because why?
Well, because if you are new, I'm kind of scared to use your product or service, right?
Because anything new suggests it's unproven.
And I don't know if I want to invest in something is unproven.
So stay away for using the word new, if at all possible negative.
We're talking about staying away from negative words, but along the same lines, don't use
the word negative.
You might say something like, well, there's some negative views on this in the marketplace,
right?
But notice when I say that, it immediately makes you cringe a little bit because negative
words, including the word negative, move us in the direction of not an optimistic, positive
conversation, but one that is more negative.
So we wanna stay away from using negative words, including the word negative itself,
along those same lines risk.
Now you're gonna run into buyers who are concerned about risk.
If you're selling somebody, finance financial services, risk might be something that you
sell.
You're going to help them reduce risk.
Okay?
But I don't like using the word risk if I can.
Here's why, how do I know what's risky for my buyer?
Right?
Each buyer has their own business, their own metrics, their own strategy, right?
They've even got their own personality.
Some people are more risk adverse than others for, for example.
So just because I think it's a risk doesn't mean my buyer does.
And as soon as I talk about risk, I can create fear.
Remember that in your conversations, your buyers aren't necessarily hearing every single
thing you're saying.
If you're having a conversation and speaking at a pace that I am right now, you're really
just picking up certain words, right?
So you don't want the word risk to jump into the mind and they say, hold on a second.
Did he say this is risky?
Uh, oh, I don't wanna be part of that.
Or did he say this is new uhoh?
Is that something I wanna be part of?
So I would try to avoid the word risk, unless what you're selling is risk adverse services.
Here's a word I hear from a lot of younger sales people.
When they sometimes talk about situations that maybe their product or service have solved.
So they share an example of a client situation and they say horrible.
My client was in a horrible situation or the situation was horrible.
I don't like the word horrible.
That's kind of my bias.
But again, it has such negative connotations.
And what I deem horrible, you might think is not that big a deal.
So keep the word horrible outta your sales conversations.
The next group of words are words that often come up when you're talking about or discussing
your company.
Right?
So let's talk with some of those words.
Now they could come out up at other times, but specifically they come up a lot of times
when you're kind of presenting the history of your company.
So let's start with those using the word.
Obviously I find that word comes up a lot as more of a habit for some people.
Well, obviously this and obvious that, and it's a word that people say without really
thinking about it.
Sometimes you wanna remove that word from your vocabulary, because like I've said in
the previous or with the previous words, it might not be so obvious to your buyer.
So saying obviously doesn't really make sense.
And it can suggest that your buyer is kind of dumb radio
Who needs a radio.
So
Ready, Harry.
And we don't want to do that, right?
Because if I say, well, obviously, and they go, well, it wasn't so obvious to me.
I've made them feel in a different, you know, mode or mood than I'd like them to.
So stay away from the word, obviously advice.
Obviously, I'm gonna give you some advice, Ugh.
Right?
Don't give them advice.
If you're being paid to offer advice.
That's one thing maybe that makes sense.
But when it comes to dealing with your buyer, talking about your company, talking about
your, even your solution or product, don't say, let me give you some advice.
I've heard salespeople say that.
And it sh makes me S shutter because I'm not being paid to give advice.
What if I tell the buyer something that's ends up being untrue or it causes them some
sort of harm.
I don't wanna give advice.
I'm gonna give you ideas.
I'm gonna give you options.
I'm gonna give you opportunities, but advice unless you're paying for it is not something
I'm gonna offer.
How about the word?
Maybe?
Have you ever said maybe to a buyer?
Well, maybe that's something we can do.
Maybe I can solve that for you.
Most buyers I've met.
Don't like the word, maybe it's too vague.
They want commitment.
They want action.
They want a positive direction forward.
So when you say maybe they're thinking, well, is it a yes or a no?
So my bias is, keep the word, maybe outta your sales conversations, similar to the word.
Maybe.
What about seriously?
Well, seriously, I think we can do this for you or seriously we don't wanna use
the word seriously.
Another negative word, or at least can provide or have negative connotations in the eyes
of her buyer.
Seriously suggests that we don't think you're serious.
You serious?
Well, I take every buyer that I have ever talked to as serious.
Anything they say to me is serious.
In fact, maybe, sometimes I take it too serious, so I don't use the word seriously.
And I'd suggest you do the same, you know, in sales, there's two things that we're really
trying to do.
We're trying to influence our buyer or the group of people who are looking at our product
or service.
Right.
And we're trying to persuade them to make a decision.
We're we're using a combination of influence and persuasion.
That's part of sales.
Well, that is the case.
You and I both know it.
We don't need to tell the buyer that we don't need to say something like, let me influence
you to use our product or service, or can I persuade you to try this out?
If you bring those up, what they really suggest is that we're trying to influence and persuade.
And I don't know about you, but the last time somebody tried that on me, I wasn't really
pleased.
So stay away from using the words influence are the word persuade.
Have you ever said, sorry to a buyer.
Maybe you made a mistake.
You made an error.
They corrected you on something.
And you said, sorry, you don't wanna use the word.
Sorry.
There's nothing to be.
Sorry about if you made a mistake.
Okay.
Right.
You could say something instead, like, ah, you raise a good point or, oh, I missed that,
but sorry, puts you in a position where you are inferior.
At least I believe so to the buyer.
And you're not, you're equal partners trying to come up with a solution together.
So use the word, sorry.
When you're maybe speaking with your or significant other or your children, but don't bring it
in to your sales conversations.
No.
Do I have to bring this up?
Don't use the word.
No.
If they say, well, can you do this for us?
You say, no, we really can't do that.
Uh, can you discount it?
No, we can't discount it.
It's definitely a no for me, Don.
Simply if you get into situation where it seems like saying no makes sense.
What I want you to do dead is simply repeat back the question the buyer asked.
So if they say to you, can you discount it?
Don't say, no, we can't discount it.
You could say here's a couple options.
You could repeat the question back and say to them, can I discount it?
Well, let me take this back and I'll speak with my boss and we'll see what we can come
up with.
Even if you can't discount it.
But instead of saying no, repeat back the question you heard to make sure it's correct,
which will also allow you time to think about a good response other than the word.
No.
Ridiculous.
Ridiculous is something you save for when you're having fun with your friends, but it's
not a word you want to use in sales because why the word's ridiculous.
It's a silly word.
And again, it takes you away from the professionalism of what you're trying to project when it comes
to selling easy.
Now this one's a little bit tricky because you might say, well, part of the value of
our product or services that it's easy to use.
That's great.
But what might be easy to you might not be easy to somebody else.
I've sat and listened into pitches of my coaching students.
And they talk about how easy their solution is.
But when I take a look at it and I start asking questions, I realize this isn't so easy.
So remember you define easy maybe differently than what your buyer defines it.
So I don't wanna do that.
It also devalues what I'm trying to sell.
Soon as I say, this is easy.
The buyer goes well, it's easy.
It's gotta be cheap.
And those are two words that we wanna stay away from.
Here's the last one I have for you in this section commission.
Even if you're paid a commission, we don't need to be talking to our buyer about it.
I've never met a buyer.
Even when I was a hundred percent commission in my earlier sales roles, I've never met
a buyer that said, look, you need to make some, let me buy this.
So you get your commission, right?
If they wanna talk about my commission, that's up to them.
But I never talk about commission because it's not something that the buyer wants to
hear.
Again, we have to keep reinforcing.
This is about our buyer and putting our buyer best interests, right forward presenting to
the buyer, adding value to the buyer, helping the buyer, solve their situation or helping
them bring them new opportunities that they're looking for.
So my commission has nothing to do with the buyer and I'd leave that word right out of
your sales conversations.
If you are enjoying these words, I'm going through the examples.
I'm sharing.
Make sure you click like on this video and click the subscribe button.
So you get notified each and every time I release a new video, you can also comment
below with other negative words that you try to avoid each and every time you are in a
sales conversation.
Okay?
One final word for you.
And then a little bit of a bonus tip that I mentioned at the start.
If you are trying to sell something to somebody, you might be doing a pitch or you might refer
to it as a pitch, never use the word pitch, right?
Because it takes buyers.
A lot of times back to the old days of trying to buy a car or some bad experience they've
had where somebody who's trying to pitch them and that negative experience, we don't wanna
bring that back.
So even if you internally use the word pitch, don't bring it up in front of your buyer.
Really a pitch is something you do in baseball, not when you're trying to sell.
So leave the word out of it because there's a risk.
It'll bring up some negative emotions or such with your buyer that you really don't want
to bring up.
So here is my bonus tips for you.
Slang words, don't use them.
Even if your buyer is don't bring slang into the conversation, it de professionalizes you.
So again, even if your buyer starts to use slang words, avoid them at all costs stay
professional, right?
Sales is a profession and you wanna look professional last but not least.
If you have acronyms, you use internally, keep them out of your sales conversations
because 10 to one, your buyer has no idea what you're talking about.
So you have to make sure you isolate.
Acronyms are for internal talk, not external buyer facing talk.
All right, hope you've enjoyed this video.
One thing I wanted to mention to you before you go too far on down to the next video.
If you are looking for a tool to help you stay on track with your sales, I've created
what I call the 30 day action planner for sales professionals.
There's a link.
You can grab it.
There's no obligation.
There's no cost at all, but I think you'll find it'll help you stand track with your
activity.
So make sure you click that link below.
If you're trying to become a high performing sales professional, you need to learn how
to influence, watch this video next for some great strategies and how to influence your
buyer without using the word by the way.
And you will be able to elevate your sales, sell more faster till next time, get out there
and let's go sell something.
Shall we.