Sales techniques are important, but how you speak and communicate matters as well. The right persuasive language can go a long way when it comes to closing sales. In fact, there are certain phrases that you can work into conversations, emails, and texts that will help you increase your chances of making a sale.
One important one: “Before you make up your mind….”
This phrase disrupts predictability. It relaxes your prospect. It tells them that you know they are still the fence and you’re not rushing them. The reality of this language is that it sets you up to use scarcity to help you make a sale.
See, when we acknowledge that the prospect is still on the fence it makes them feel seen and heard. Remember, people can’t hear until they feel heard. Using persuasive language like this phrase gives the prospect the feeling that they are in control of the process. You’re not going to do anything until they have made up their mind.
What I love about this approach is that it allows you to do two things at one time. It creates an opening for you to share yet another objection-crushing benefit to your product and allows you to imply scarcity. Here’s how:
“Mary, before you make up your mind, I wanted to let you know that our onboarding team will work after hours with your team lead so you won’t have any of the downtime you were concerned with….”
“…and for the next two weeks, we will actually bear the total cost of paying your team lead, by writing them or you a check for $250 for three hours of their time to do the onboarding.”
What I’ve done there is removed Mary’s concern about her team’s downtime and introduced the scarcity of time by telling her this bonus is good for the next two weeks.
After doing this, I can build on that by telling her she doesn’t have to do the onboarding within two weeks. She only needs to make a deposit for the program within two weeks and I can schedule the onboarding anytime that’s convenient in the next six months.
This helps her feel in control while also explaining another benefit of the offer I’m presenting.
Using this language pattern gives the buyer what I call “degrees of freedom.” It makes them feel like they have a choice, they’re in control, and you’re not going to rush them.
If I really want to layer what we teach in the system. I could say:
“Mary, the beauty of this is that you only need to make a deposit for the program within the next two weeks, and, of course, you’re free to choose any time that’s best for you and your team within the next six months to schedule the onboarding.”
The use of “you’re free to choose” gives Mary the feeling that she has degrees of freedom that none of your competitors have ever even thought to offer her. This kind of persuasive language is extremely effective when closing sales.
Remember, experience is your best teacher. When you’re applying your sales techniques, try stacking these two phrases.
“Before you make up your mind” and “of course you’re free to choose”.
Do this and I bet you’ll close more deals.