Key Takeaways
Imagine you’re on a sales call, and you start by asking, “May I ask you a few questions?” What kind of impression do you think you’re making? If you’re like most people, you probably think you’re being polite and respectful. But in reality, you’re actually undermining your own authority and making it harder to close the deal.
“May” vs. “Can”: A Tale of Two Permissions
In the English language, “may” and “can” are both used to express permission. However, there is a subtle difference between the two words. “May” is typically used to ask for permission in a polite and respectful way, while “can” is used to ask for permission in a more direct and assertive way. In sales, it’s important to use “can” instead of “may” when asking questions to prospects. This is because using “may” can convey weakness and hinder your control of the conversation.
Why You Should Avoid Using “May” in Sales
There are several reasons why you should avoid using “may” in sales. First, using “may” can make you sound weak and indecisive. When you ask a prospect, “May I ask you a few questions?”, you’re essentially giving them the power to decide whether or not you can ask them anything. This can make you appear less confident and less authoritative, which can make it harder to close the deal.
Second, using “may” can slow down the sales process. When you ask a prospect, “May I ask you a few questions?”, they may hesitate before answering. This hesitation can give them time to think about their objections and come up with reasons to say no. By using “can” instead of “may”, you can avoid this hesitation and keep the conversation moving forward.
How to Ask Questions Without Using “May”
There are several ways to ask questions without using “may”. Here are a few examples:
- “How were last quarter’s results?”
- “What is your team’s organizational structure like?”
- “When was the last time you invested in this area?”
By using these direct and assertive questions, you can maintain control of the conversation and sound more confident. This will make it easier to close the deal and achieve your sales goals.
Bonus: The Power of “Can”
In addition to avoiding “may”, there are several other words that you should avoid using in sales. These words include “just”, “kind of”, and “sort of”. These words can make you sound weak and indecisive, which can make it harder to close the deal. Instead, use strong and assertive language that conveys confidence and authority.
Conclusion
By avoiding “may” and other weak language, you can improve your sales skills and close more deals. Remember, the key is to be direct, assertive, and confident. This will help you build rapport with prospects, overcome objections, and achieve your sales goals.
Frequently Asked Questions:
What are some other words that I should avoid using in sales?
In addition to “may”, you should avoid using words such as “just”, “kind of”, and “sort of”. These words can make you sound weak and indecisive, which can make it harder to close the deal.
How can I sound more confident and assertive in sales?
To sound more confident and assertive in sales, use strong and direct language. Avoid using weak and indecisive language such as “may”, “just”, “kind of”, and “sort of”. Instead, use words that convey confidence and authority, such as “can”, “will”, and “must”.
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