It’s What You Say

Please stopo

Here’s a list of words you shouldn’t say in sales. Do your best to replace them with the other list. Again, they may not smack you in the face as incredibly wrong – these are subtle differences. Subtle differences that can mean the difference between winning & losing:

Every once in a while it’s not what you say that matters – it’s how you say it. Then there are times when it is exactly what you say that matters – really matters. Sometimes you know it immediately, “Oh no, shouldn’t have said that.” “Why did I just say that?” “Uh oh, can’t take that one back.”

A bigger problem arises when you say things the same way every time. Things you think you should say. Things that make sense… to you. But these things could give your prospect the wrong impression. They could distract your prospect. They could have your prospect questioning herself.

Rarely are these words or phrases gigantically wrong. They are buried in a conversation. Small things. Small things that can mean a lot, in sales.


  • Contract
  • Cost or price
  • Down payment
  • Buy
  • Sell
  • Sign
  • Deal
  • Problem
  • Objection
  • Customer
  • Cheaper
  • Appointment
  • Prospect
  • Commission
  • More Expensive


  • Agreement of paperwork
  • Initial Investment
  • Agreement or paperwork
  • Own
  • Get Involved
  • Okay, approve, authorize
  • Opportunity or transaction
  • Challenge
  • Area of concern
  • People/companies we serve
  • More economical
  • Visit
  • Opportunity
  • Fee for service
  • Better value

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Dave Tear

Dave is passionate about selling & helping others understand the sales process. Whether a client company has a 5 person sales team or a 300 person National sales force, Dave can Coach & Train them to be the best in their industry.
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