Jeremy Miller breaks down four word swaps that change how prospects respond. Replace "think" with "feel," use their name instead of asking "Is this Mary?", say "funding" not "financing," and when late, say "I appreciate your patience" instead of apologizing. Small language shifts signal higher status and build trust.
Here's four words or phrases you never want to use in sales unless you want to stay your rat. Number one, you never want to say, do you think this could be for you? Because think keeps them on the logical side of the brain. Human beings only make decisions emotionally. You want to say, do you feel like this could be. That's where feel keeps them on the emotional side. Number two, never say, is this Mary or is this John? Is this implies that you're a stranger, they don't know you. You want the guard down. You want to say, Mary. Yeah, it's Jeremy. Jeremy Miller. That sounds more familiar. Like they already should know you. So the trust starts to go up. Number three, if they need money, you never want to say, we can get you financing. Financing, bad word. Implies interest. You want to say, we can get you funding. Funding sounds like a good thing, like an investment, like you're smart. And finally, number four, if you're late, never say, I'm so sorry for being late. Lower status implies that you're just a late person. You want to say, I appreciate your patience. I'm just a little bit behind schedule. Or you want to say, I appreciate your patience. I was just with another client. Implies you're busy, you've got things going on, you're helping more people.
