What are the phrases to sell professionally and with great effectiveness?

What are the phrases to sell ? What are the phrases to close a sale effectively? And the questions?

Entering the final conversation phase with a potential customer is always an experience with a high emotional impact in sales.

If you are a salesperson, a professional or an entrepreneur, you know that, however impressed a potential customer may be by your products or services, by your presentation, by your demo, by your proposal or however enthusiastic they may appear… there is there is always the possibility that the closing of the sale will not go through.

In fact, a potential customer could choose your competitor, postpone his decision, ask for a price/discount that you cannot offer or take any other action to interrupt the sale negotiation.

While closing the sale depends a lot on the Perceived Value of your offer and how you conduct the sales process, your selling phrases, questions, and how you close are also an important factor in closing a sale. .

Then read on to learn the…

Selling phrases you should (and shouldn't) use

Before going into the merits of the phrases to sell, you should still take into account at least these 6 elements, if you want to learn how to sell professionally:

1. You have to research thoroughly

You must inform yourself (and not only beforehand) about the nature of the business and the characteristics of your potential client, just as you must be clear about his problems, desires and objectives.

This will be useful for you to find the most effective solutions to differentiate yourself from your competitors.

Always conduct thorough research on these aspects throughout the sales process.

2. Qualify your potential customer

In professional selling, you must know how to ask your potential customer even "difficult" questions about important factors such as the available budget and timing.

You must do this before providing any proposal or quote.

3. Use storytelling

Believe it or not, storytelling is one of the most effective ways to win a potential customer's attention. As humans, we remember stories more than other information, but we don't use logic to process those stories.

You know what else we rarely do with logic? To make decisions.

In general, you have limited time to deliver a positive impression to your prospect. Use this opportunity in the best way.

Mind you, we're not talking about telling irrelevant stories but exposing stories that are meaningful to your potential client such as, for example, a success story.

Share a similar customer success story to your prospect. Similar in size, industry, needs or weaknesses.

Share the advantages that that customer has found thanks to the use of what you propose , be it a product, a system, a solution, a service or your creation.

This can be especially effective if the prospect is also evaluating your competitors and you want to stand out.

You need to know that, even in B2B, most decisions are based on emotions rather than logic, so storytelling is a smart and ethical way to tap into those emotions.

4. Always present the Value, not the “product”

“People don't want to buy a drill, they want a hole in the wall”

The statement is as simple as it is significant, and when talking to a potential client, you should always keep the same principle in mind.

More than on features, functions, prices, discounts, methods and processes, in professional selling you have to focus on the advantages, benefits, utilities, guarantees and results that your potential customer will be able to obtain by deciding to choose you .

Always remember that the potential customer is not trying to buy what you sell, he is trying to solve his problem, fulfill his desire or achieve his goal.

5. Handle objections effectively

If the prospect has concerns about pricing, product/service suitability, expertise or specialization, price, … or whatever, you need to proactively address their concerns.

Welcome, listen and validate the objections. Ask clarifying questions and then answer carefully, resolving the objection.

The ability to handle objections in professional selling makes a huge difference .

6. Request the closing of the sale

Once you are sure of the goodness of the solution you are providing to the potential customer, it is time to close the sale.

Always make the prospect feel comfortable, but don't be afraid to communicate that you'd like to close the deal.

Phrases to Sell: Those to never use

Given that most sellers, professionals and entrepreneurs do not use a professional sales process and do not have a real method to close the sale, there are, on the contrary, some who use absolutely wrong methodologies .

Presumptive closing is one of the selling tactics some people use to try to close a deal.

The presumptive closure is still suggested, erroneously, by some alleged trainers or sales experts …

Basically, the seller must assume that the potential customer has already decided to buy and therefore, at the first opportunity, tries to conclude the sale using sales phrases that imply that the customer is ready to conclude.

They use statements like “Everything seems perfect to me. I would say we can conclude the contract” and they try to act accordingly.

Obviously, even when they close a sale in this way, the customer feels dissatisfied, because the presumptive closing is considered manipulative or otherwise aggressive.

In reality, in most cases, being used out of place or out of time, it achieves nothing more than making a potential customer leave if he is still undecided.

Bottom line, if the prospect has no intention of buying yet, this tactic won't work .

Therefore, phrases to sell such as "Send me this information so I can immediately prepare the documents and sign" or similar should also be avoided.

Presumptive closure in Italy, in professional contexts, only makes you seem sloppy, intrusive and selfish, which is certainly not the best impression one can give to a potential client.

Instead of this strategy, wrong and obsolete, you can then use the phrases to sell that I suggest together with the questions that you can use in the closing phase of the sale.

They are more effective and won't make you feel like a ball of slime…

Phrases for Selling like a sales pro

All the phrases to sell as well as the questions that follow, must be chosen for congruence and adapted to your specific business and to your target customers .

"From what we have seen together, our [product] [system] [service] [our solution] [consultancy] [...] is suitable for effectively solving your problem given that (explain reasons...) Do you agree?"

This question automatically gets your prospect thinking about all the reasons they're interested in closing. Also, you end up asking for their opinion and that sounds spontaneous and warm rather than selfish.

Once they say Yes or something similar, proceed with your specific shutdown process.

“Taking all your needs into consideration, these [products] [systems] [services] [solutions] […] would be ideal. From your point of view, is it better to think together about X or Y?

The rationale behind giving two alternatives is that the prospect will be more inclined to choose one than to reject both. This increases the chances of hearing a “yes” rather than a “no”.

“He said he has to find a solution by [date]. Taking into account the implementation and timing for …., we should close a deal by [date]. Do you think we can do it for that date?”

If you know the prospect has a fixed deadline they need to meet, use that to heighten the sense of urgency. Since you are using the deadline stated by the prospect this actually helps him decide, without you putting undue pressure on him.

“I understood that for her it is really a big priority, to resolve by…. So if we close the deal by …, we are able to meet the deadlines. Can we proceed already?”

As you can see, they are all non-aggressive techniques.

These sales pitches and questions are phrased to make the potential customer feel comfortable, without taking away a certain sense of urgency.

Sentences to close a sale: Effective affirmations and questions

Compelling selling phrases and closing questions are used to seal a deal.

Again, you'll likely need to tailor some examples to your specific business and target customer .

These statements and questions require direct answers or actions that help you better understand how a prospect feels about closing…

"Unless you have more questions, I'd say we can proceed"

You are leaving the door open but also clarifying where you want to go. If you've done your job well by surfacing and resolving all objections throughout the sales process, the prospect will respond or take action in a positive way.

"Tell me what you're thinking"

To gauge how ready your prospect is, ask this statement/question.

If he's looking for the metaphorical pen to sign, he'll tell you. If it's still unsure, you'll sense it and can act accordingly.

“When could we start with [implementation, training, etc.]?”

This question will get the prospect thinking about the end result, even if they haven't committed to the purchase yet.

His answer will give you important indications on the timing. If the prospect is stalled, this is one way to move the negotiation forward by getting the prospect to think ahead.

Phrases to sell and to close a sale: Conclusions

In this post I have provided you with various selling phrases and questions that allow you to close a deal in total safety.

Your prospects probably won't remember exactly what you said, but they will always remember how you made them feel.

This is why you need to carefully choose the questions and selling phrases that you will use throughout the sales process , especially when it comes to the final conversations to close the sale .

The best salespeople always strike a delicate balance between taking the pressure off the sale and maintaining relevance and urgency. The selling phrases, questions, and tips outlined in this post will help you find that balance without having to do trial and error.