The five words that I hate the most are, “Let me have a chance.” Whenever I hear these, and it happens frequently, it makes me want to hang up immediately. Why should you avoid this phrase? Let me explain.
This phrase comes up in sales all the time. It is something that is taught and for the life of me I can’t understand why. When I hear this, I hear extreme desperation and the possibility that what you are promising won’t come to fruition. Then when something invariably goes wrong the follow up is “Let me have a chance to redeem myself.” To that the answer should almost always be “Ummmmmm Heeeeeelllll no.”
When this phrase is used, it means there are other fundamental things not being met for anyone in the conversation to feel safe and that this is actually a good idea. The biggest ingredient missing is trust. Trust takes time and experience, both of which you clearly do not have when these worlds spill out of your mouth.
Do everyone in this world a favor and remove this phrase from your speech. It doesn’t show grit or determination, but desperation and an ill guided hope.
Better phrases you could use are, “ What are the obstacles that are keeping you from using us? What is the best way to get an opportunity to do business with you? How can I build trust with you outside of doing X?” These three phrases are massively better than the “just give me a chance,” one. If you ask any of those three phrases, you need to make sure you listen and then deliver on what your contact tells you. Then, and only then, do the fundamental building blocks for a sale start to form so that all parties feel comfortable and confident that this is the right decision.
I am literally blown away by how many calls I get and within the first five minutes… nay, the first five seconds, they are already asking for the commitment.
When you force the buying decision too early into the relationship there is a tension that is created because their isn’t enough trust on the buyers part to fully buy into what you are selling. Selling takes time. Its almost always something that takes more than one call. Regardless of what your selling though, before the potential customer can buy, they need to know you as much as they know about the product.
Please, for the love of all things good and holy, make sure that you build the relationship first before you even dream of asking for the close. I know this may go against what some folks have been taught, but the better and deeper the relationship, the easier it is for the other person to say yes to your ask. The easier the yes, the more closes. The more closes, the more MONEY… capisce.