“Are you the decision maker?”
Even if your contact is not the final decision maker, it is very unlikely they will say, “No, I’m not.” Change your approach and ask, “Beides yourself, who else do you normally consult with on important decisions such as this?”
“I wish you would have told me that.”
Your prospects have no obligation to tell you anything. It is your responsibility to ask high-value questions to determine their buying cycle and situation. Then you can present a solution that will help them achieve their goals and objectives.
“Tell your boss it’s a personal matter.”
If you are extremely lucky, you might be able to manipulate your way past a poor gatekeeper with a line like this, but you will seldom get much further and it will probably only help you that one time. The next time you call you might get "the hook" and only hear dial tone. Gatekeepers have long memories and you can get much better results by being upfront by stating the reason for your call
and treating them with the respect they deserve. Treat them like they are the decision maker.
“Let me be honest with you.”
You mean you weren’t being honest with me so far? Don’t tell prospects that you are going to be honest with them…just do it. Remember the old saying that actions speak much louder than words.
“If I can do that will you buy today or sign right now?”
This question is obviously intended to gain agreement but it is tired, manipulative, outdated and overused. A smart business owner, buyer or corporate decision maker is not going to agree to this type of a demand. Smart decision makers will say, “Let me think about it and get back to you.”
“The price is equivalent to the price of a pop or soda every day.”
This is called the "reduce to ridiculous" close. Remember, people are not stupid and see through this tactic before the words even leave your mouth. It is much more effective to discuss your customers return-on-investment (ROI). This is the type of discussion that will resonate with them. Trying to minimize the cost of of AMSOIL product seldom achieves this goal.
“Hi, how are you?”
It is amazing how many sales people think this is an effective way to open a first time conversation with a prospect. Some salespeople think it is a good way to engage in conversation, but really, it screams “I’m here to try and sell you something!" It is much more effective to get right to the point of your call.
What will it take to earn your business?”
This is not the approach a professional would take. Show me how I benefit and how my goals are achieved through the use of AMSOIL products and the service you provide.
“Is price the only thing holding you back?”
Price is almost never the reason for someone not purchasing. What you are showing is that you think that is the most important issue to your customer. This is a dangerous move.
“Don’t you want to save money?”
This is a question that has always bothered me. When a salesperson asks me this question, I feel like saying; "No, I’m really stupid and want to spend more money than necessary. But, please insult my intelligence again by asking another stupid question like this." (Sorry about the sarcsm!) Do you want to be the next salesperson to ask me this question? I didn't think so.
Make sure that you are not using any of these lines. Think about the questions you ask prospects. If someone were asking you these questions, how would you feel? Make sure to improve your question asking skills and make sure your questions make
your customer or prospect think.
Improve your results and stand out from the competition by eliminating these old, tired, manipulative sales lines from your sales presentations.