Words matter, and nowhere is that more evident than when it comes to the words you choose to close your sales with. Often a single word or phrase will kill the deal, and you’re left holding the bag. (Literally!)
The words we select to craft our sales messages need to create a mindset that is conducive to persuading the prospect to click the buy button. There is a wealth of thought that has gone into the science of conversion, and the psychology behind it is really quite interesting.
That’s why it’s crucial to ensure we are capitalizing on this opportunity. Let’s examine some words and phrases that can get more conversions for you.
Words and phrases that sell
Assumptive close — “So where can we ship your product?” Assuming the prospect couldn’t possibly pass on this puts them in a mindset that is thinking of implementing rather than continuing to ponder the pros and cons. Works wonderfully when the prospect is favorably inclined to purchase.
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 imagine, just be bold, (not pushy!) and simply ask for the sale.
Using a fearful close — Fear works wonders from time to time, and no one likes to miss out on something they really want or need. Make it your business to make it appear as though not having your product or service will truly cost them more than the cost of the item.
Friendly close — The “Would you like me to help you with this?” close presents you and your products in a non-threatening, non-salesy manner, and helps lower defenses and resistance to a sales pitch.
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?”
