Top-performing sales professionals achieve success by paying meticulous attention to details. They delve into the pain points of their prospects, provide assistance, and conduct effective sales calls. These sales experts are adept at listening closely to their prospects, discerning the most suitable solutions, and seeking guidance when needed. They communicate with eloquence, assertiveness, and directness. Crucially, they avoid using "weasel words" — phrases that subtly undermine their credibility.

Salespeople occasionally allow such phrases to slip into their conversations, aiming to appear impressive or important. However, savvy prospects can easily see through these linguistic tactics, jeopardizing the trust being built and impacting the salesperson's ability to close deals. Every word uttered to a prospect is an opportunity to strengthen or weaken credibility, prompting top salespeople to choose their expressions thoughtfully.

Don't forget to check out our sales blog posts for more information.

1. “To be honest ...”

   • Similar to “Trust me,” saying “To be honest ...” introduces additional issues. Prospects may wonder, “Were they not honest in the first 25 minutes of the call?” Honesty should be inherent in any sales conversation and need not be explicitly mentioned. Clarifying that you're now telling the truth casts a shadow of suspicion on previous conversations.

2. "Hmm ... I think we can do that."

   • In sales, there's typically a clear yes or no answer to questions like, "Can you do this?" Using vague terms like "probably" is discouraged. While it's acceptable to express uncertainty, it's crucial not to glide over a prospect’s question. Instead, acknowledge the question's interest and express readiness to find an answer promptly. Avoid sounding dismissive by refraining from responses like “I don't know, maybe,” and assure the prospect that their question is valuable.

3. “Are you the decision-maker?”

   • Explicitly asking a prospect about their decision-making authority is considered one of the gravest offenses in sales. While the suggestion of immediate removal from the field might be dramatic, it emphasizes the severe nature of this mistake. This question has the potential to make prospects uncomfortable, especially if they're not the sole decision-makers. It implies a lack of interest in those without such authority, showcasing shortsightedness and rudeness. It's a patronizing and irritating question, often best avoided in all circumstances.

4. “Trust me.”

   • Factually, “Trust me” in sales roughly translates to “I'm a bonehead.” This phrase evokes images of old-school salespeople from infomercials selling detergent at 3:00 a.m. It carries a passive-aggressive nature, making the speaker seem disingenuous or even slimy. Sales, being primarily about establishing trust quickly, shouldn't necessitate the use of this phrase. If a prospect already trusts you, there's no need to explicitly state it; they will implicitly believe your words. Furthermore, it can be perceived as a condescending brush-off, suggesting a reluctance to explain or a presumption that the prospect won't understand, raising suspicion.