Join

Enter Details

Comment on stories, receive email newsletters & alerts.

@
This is your permanent identity for Business Insider Australia
Your email must be valid for account activation
Minimum of 8 standard keyboard characters

Subscribe

Email newsletters but will contain a brief summary of our top stories and news alerts.

Forgotten Password

Enter Details


Back to log in

These 13 words and 10 tips will help salespeople close more deals faster

The wolf of wall street‘The Wolf of Wall Street’/Paramount PicturesLeonardo DiCaprio portrays Jordan Belfort in the 2013 film ‘The Wolf of Wall Street.’

They say selling is more art than science, but there’s definitely some skill involved.

And according to marketing-software maker HubSpot, there are certain words salespeople should use to boost their chances of closing more deals, and, beyond that, there are certain characteristics common to top salespeople.

According to Hubspot there are 13 words that great salespeople use to close more deals. They are ...

Pressmaster/Shutterstock

1) 'You'

HubSpot

It makes prospects feel more 'special.'

HubSpot

2) 'Value'

HubSpot

Explain the real 'value' of your product.

HubSpot

3) 'And'

HubSpot

'And' sounds more inclusive than 'but.'

HubSpot

See the difference?

HubSpot

4) 'Do'

HubSpot

'Do' sounds better than 'try' because it gives a sense of trustworthiness.

HubSpot

5) 'Or'

HubSpot

It lets you offer multiple options. Who doesn't like to have more options?

HubSpot

6) 'Should we?'

HubSpot

Make a suggestion instead of telling them what to do.

HubSpot

7) 'Consensus'

HubSpot

You have to have management support to move forward with your sales.

HubSpot

8) 'Imagine'

HubSpot

Try to tell a story engaging your prospect ...

HubSpot

... so they can picture themselves with it.

HubSpot

9) 'See; show; hear; tackle'

HubSpot

Use sensory language to grab their attention.

HubSpot

10) 'Their name'

HubSpot

Calling by their first name is Sales 101.

HubSpot

11) 'Power words'

HubSpot

These words provoke strong feelings.

HubSpot

12) 'Because'

HubSpot

See the difference?

HubSpot

Because it's always good to hear a reason.

HubSpot

13) 'Opportunity'

HubSpot

People want to learn how to fix their problems.

HubSpot

HubSpot's sales director Dan Tyre has a motto: 'Success in sales is 90% mental.' Top salespeople tend to share 10 common traits as well.

They believe in their product.

Flickr Creative Commons/Highland

They empathise with their customers. They don't just know details about their customers, they understand their strengths and struggles.

Jacob Lund/Shutterstock.com

They want to win. It's the combination of helpfulness and competitiveness that drives top salespeople to outperform.

Reuters Pictures/Kim Kyung Hoon

They are resilient. Even top performers hit slumps, but they don't freak out and don't lose confidence.

They are focused. They know what they want and how to get it and don't get sidetracked by tasks that take them off course.

They are passionate and love what they do.

Shutterstock

They are efficient. Great salespeople are masters of their schedule with an eye to maximum productivity.

knyazevfoto / Shutterstock.com

They work hard. Top reps are willing to fight for their accounts and make themselves available whenever their customers need them.

Hero Images/Getty Images

NOW WATCH: Ideas videos

Business Insider Emails & Alerts

Site highlights each day to your inbox.

Follow Business Insider Australia on Facebook, Twitter, LinkedIn, and Instagram.