In sales, when we’re talking to potential customers, there are phrases that we find ourselves saying out of habit. These “go-to” phrases seem to just slip out of our mouths without even thinking about it. I’m just as guilty as the next person when it comes to some of the biggies like, “Do you have a minute?” While often times these phrases won’t kill the call, I got to thinking there are a few that could be eliminated all together from sales conversations with the help of sales enablement software.

“Did you get the white paper I sent?” – Sales enablement software, like RO|Enablement, has built in tracking capabilities that alerts you directly in your inbox when a prospect has viewed a collateral piece you sent them. Now you KNOW if they received it, if they looked at it, and have a better idea of when to schedule your follow up call. So rather than asking “did you get it?”, the sales enablement tool allows you to jump a step ahead and instead have a deeper conversation about topics discussed in the white paper and whether it hit the mark with your prospect

“What you need is…” – Unless you are their Mom or a trusted friend, this phrase should probably be avoided all together. Instead, ask questions and do lots of listening to understand their needs before you start pitching your product or service. Take a consultative approach, present your prospect with options for solving their business problem, and let them decide what’s best. After the call, creating and sending your prospect a custom landing page tailored with collateral that speaks specifically to the solution is easy to do with the right sales enablement software. Plus, because it is timely AND relevant, it can increase engagement levels significantly to push the sale forward.

“What keeps you awake at night?” – This phrase suggests to the buyer you don’t have a clear idea of the problem you can help them solve. Doing a bit of research ahead of time using social media and other tools can help you be more informed heading into the call so you can frame your conversation to be more effective. Sending a spotlight and tracking what the prospect clicks on is another way to gain the intelligence you need to enter sales calls with more confidence.

Sales enablement technologies can be useful in many other ways than just helping you be a better communicator on sales calls. Learn all of them and contact a member of our team today!

Jim Mooney
Jim Mooney is the Founder & CEO of RO Innovation. His passion for helping salespeople excel in all aspects of B2B selling, especially where customer references are involved, was the reason he started the company. His desire for helping others succeed flows through in the expert thought leadership he provides the industry, his customers and his employees.
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