Words matter, and nowhere is that more evident than when it comes to the words you choose to close your sales with. Frequently a single word or phrase can kill the deal, and you’re left holding the bag. (Literally!)
The words we select to create our sales messages have to create a mindset that is conducive to persuading the prospect to click the buy button. There’s a great deal of thought that has gone into the science of conversion, and the psychology behind it is really quite interesting.
But for right now, let’s just take a short look at 5 ways you can shape your words and phrases to get more conversions.
Words and phrases that sell
Using the Assumptive approach — Asking the prospect “How many of these do you want today?” assumes the prospect is buying and puts them in another mindset entirely, one in which they are on the road to delivery, and no longer making a decision. If you’ve done a good job of selling prior to this, this works well.
Asking directly for the sale — Sometimes it’s best to take the direct approach. If you’ve managed to make a good case for your product and have answered all the negatives you can think of, just be bold, (not pushy!) and just ask for the sale.
Using a fearful close — Fear works wonders sometimes, and no one likes to miss out on something they really want or need. Make it your business to make it seem as though not having your products or services will truly cost them more than the cost of the item.
Have a friendly close — Being personable and friendly in your close, such as “Would you like me to help you get going with this?” casts you and your products in a friendly, helpful light, and thus lowers defenses and resistance several notches.
Use and alternative close — If you are in the position of having several choices for them, help them decide by offering them a choice, whether or not they’re at that point yet. “So after examining both Product A and Product B to determine which fits your needs better, which one would you like to order?”
Posted on: 12.12.14