Your next sales pitch could be so much better!
Just by using fewer words—words proven to be seductive—you will get more people to act.
Sounds amazing, doesn’t it?
I’ve already used 3 of these 6 magic words in this blog post. And these words will make your next sales pitch really rock!
Your Next Sales Pitch Will Rock With These 6 Persuasive Words
Never underestimate the power of free!
The economic value of free is far higher than the value of what you’re giving away.
In his book Predictably Irrational Daniel Ariely describes an Amazon free shipping promotion. All countries apart from France witnessed a big jump in sale. Are the French less affected by the attraction of free?
The offer in France had been changed to a cost of 1 Franc (about 20 cents). In economic terms there’s hardly a difference between 0 and 20 cents if you’re buying a book. But reducing the shipping charge to an almost negligible figure didn’t have an impact on sales, while free had a huge impact.
When the French changed the offer to free, they also saw a big increase in sales.
How can you use the power of free in your sales presentation? Close a deal by offering something free: A free trial, a free report, or a free upgrade.
You know the importance of urgency, don’t you? It’s not exactly one of the secrets of master salespeople.
When car rental company CanaDream added the word now to their homepage bookings more than doubled.
The word now creates a sense of urgency, so slow-to-decide prospects are nudged to take an action. Try using this word with procrastinating customers to get them to act on a free upgrade or limited-time trial. And make sure you use the word now in your sales emails and collateral materials to motivate prospects to buy.
The power of new is a little tricky. While research shows that our brains are hard-wired to seek novelties, other research suggests that we respond positively to familiar information like well-known brands.
How can you balance the need for familiarity and novelty in your sales pitch when trying to boost your sales productivity?
On the one hand you can stress your longstanding relationship with a customer, the history of your company, or familiarity with your brand. On the other hand you can stress what’s new about your products. Talk about its new features and new specifications and explain how these novelties will help your customer, and take away problems encountered with the old product.
- 60% of people agreed with a request if no reason was given:
Excuse me. I have 5 pages. May I use the Xerox machine?
- When presented with a reason, 94% agreed:
Excuse me. I have 5 pages. May I use the Xerox machine because I’m in a rush?
- Agreement hardly changed (93%) when a bogus reason was presented:
Excuse me. I have 5 pages. May I use the Xerox machine because I have to make some copies?
How can you use the power of because in your sales presentation? Present a reason why your customer should buy. And, of course, clearly present the value of your offer.
You’re never boring.
You’re enthusiastic about your products.
You love talking about its special features and superior specifications. And that’s what your customers want to learn about, right?
Your customers aren’t interested in your product, its features, and its specifications.
They’re only interested in themselves. You must explain how your product solves their problems. And you must do it well—even your content engagement depends on it.
Avoid talking about we, us, and our. Instead talk about you and your. Make sure you focus on your audience, not on the company you work for.
Research suggests that allowing your customers to touch your product increases the chance of making a sale. But what can you do if you’re selling software? Or if your product is so big, you can’t really take it with you to a customer meeting?
Get your customer to imagine how it is to use your software or to drive your super-duper new bulldozer. Be descriptive when explaining your product or service so that prospects can put themselves into the picture your painting. Better yet, get creative with sales collateral that can give prospects a sense of what it’s like to use your product.
When your customer imagines owning your product, their desire to own it increases. This is a great word for creating a strong want in unsure shoppers.
Your Next Sales Pitch Could Rock!
Selling requires you to be persuasive and to inspire your customer to buy. The trick, however, is to utilize the words in a natural way that doesn’t feel too forced. If prospects catch onto your ticks, they certainly won’t be buying any time soon. Practice your pitch so these persuasive words come out naturally and effect the prospect’s subconscious.
Choosing your words carefully is one of the most valuable sales pitching tricks to master. If you can figure out how to use these six seductive words effectively, more customers will pay attention to your presentation. More customers will desire to own your product. And more customers will buy from you.
Sounds good? Come on. Try it.