67 Words that will make your Sales Presentation more Profitable

With any sales presentation or sales pitch words are your currency. The words you use will determine the success (or otherwise) of your pitch. The right words at the right will have your clients opening their wallets to hand over their cash. A poor choice of words will result in them slamming the door on your products and services.

 

How can you maximise the likelihood that the client will open their wallet rather than close the door? Select words that will have the highest likelihood of getting the sale. These are the words that have an emotional or psychological appeal to them.

 

Below I have compiled a list of words that have an emotional or psychological appeal to them. They are words that you can sprinkle into your presentation. Use them at key points in your presentation; especially as you make your offer to the client to maximise their impact.

 

Words you MUST use throughout your sales presentation

 

You

One of my colleagues, Patricia Fripp, has a ratio of You:I. In many presentations and pitches there are to many sentences, phrases, etc.. that are “I did this…”, “I helped a client do this…”. Your clients don’t care about you they care ony about themselves. So, during your pitch refer to what you can do for them. And, of course, that means that you have to phrase it terms the audience, which means “You” not “I”.

 

Because

Most people will not blindly accept a statement or direction without justification. You need to provide a reason for them to make the change. Curiously the reason to change doesn’t need to be a strong reason. Ellen Langer, a social psychologist at Harvard University conduted a study where she investigated how willing people in a queue would allow someone to queue jump using different phrases. When the reason was something as simple as “because I am in a hurry” – 90% of the people in the queue permitted the queue jumper to go ahead of them.

Because is powerful!

 

Imagine

Allowing a client to picture his or her own improved position is super powerful. After delivering your pitch where you have articulated your expertise and credibility you start to share your offer with “imagine if…”. Allowing your client to picture themselves where they could be if they invest in your products and services… Surely there’s nothing that could emotionally attract them more than their own picture???

 

Other words to include

Words about Innovation

  1. Introducing
  2. Welcome
  3. Unique
  4. Announcing
  5. Breakthrough
  6. Surprising
  7. Exciting
  8. Astounding

 

Words about Exclusivity

  1. Special
  2. Secret
  3. Hidden
  4. Truth
  5. Temptation
  6. Forbidden
  7. Never
  8. Revealed
  9. Exclusive
  10. Limited

 

Words about urgency

  1. Now
  2. Discover
  3. New
  4. Results
  5. Only
  6. Direct
  7. Hurry
  8. Quick
  9. Fast

 

Words that reassure

  1. Can
  2. Guarantee
  3. Proven
  4. Easy
  5. Care
  6. Simple
  7. Safety
  8. Lifetime

 

Words about caring

  1. Family
  2. Love
  3. Children
  4. Heaven
  5. Dream
  6. Health

 

Words about saving

  1. Save
  2. Money
  3. Win
  4. Cheap
  5. Free
  6. Reduced
  7. Bargain
  8. Bonus
  9. Discount
  10. Lowest

 

Words about pain

  1. Hate
  2. Failure
  3. Afraid
  4. Lazy
  5. Humiliation
  6. Alone
  7. Reject
  8. Stress
  9. Stupid
  10. Guilty

 

You can use these words by selectively incorporating them into your pitch to hit the emotional buttons your clients have. After you have prepared your pitch you can look to re-write some phrases to incorporate some of the words above… For example

First Draft: Membership is on sale this month

After re-writing: Access to our exclusive Membership at reduced rates is available until the end of the month only

Another example…

 

First Draft: Our clients have seen great changes after using our products/services

After re-writing: Our clients have experienced breakthrough changes after using our proven products/services

The re-written phrases have more emotional appeal to them. Clients will sit up and listen harder – and act when they hear phrases such as these delivered in the pitch.

 

About The Author

Mark Kyte

Mark Kyte is a public speaking mentor and founder of the Public Speaking Skills Academy. Mark loves helping clients achieve dynamic results that help them increase their influence and get more clients. Read more of his blog and if you like what you see check out the mentoring programs.