When it comes to closing a sale, language is everything. The words you use, even seemingly harmless phrases, can create hesitation, reduce trust, or make your client feel misunderstood. In a competitive field like sales, knowing what to say—and what not to say—can make all the difference.

Here are seven phrases that can harm your chances of making a sale, along with alternatives that will keep the conversation moving in a positive, productive direction.

1. “To Be Honest…”

Why It Kills the Sale:

This phrase may seem harmless, but it subtly implies that you may not have been entirely honest up until that point. Even if you have the best intentions, “to be honest” can create doubt in the mind of your client. It suggests that whatever follows is the “real” truth, making everything else seem questionable.

Say This Instead:

“Let me give you a clear view…” By using a phrase like “let me give you a clear view,” you maintain transparency without implying that you were holding back information earlier. Phrases like “Here’s the big picture” or “Here’s an important point” also work to highlight the truth without undermining your credibility.

2. “Trust Me”

Why It Kills the Sale:

Asking someone to “trust you” outright can often have the opposite effect. Trust is something that needs to be earned through transparency, respect, and clear communication. Telling someone to trust you can feel forced or even desperate, especially in a sales context.

Say This Instead:

“Here’s how others have benefitted…” Instead of demanding trust, offer evidence. Sharing testimonials, case studies, or specific benefits helps build trust naturally. When you frame your points around how others have succeeded with your product or service, the client feels more secure without being asked to take a leap of faith.

3. “I’ll Try”

Why It Kills the Sale:

Saying “I’ll try” communicates a lack of confidence and commitment. Clients want to feel assured that you can deliver what you’re promising. “Trying” suggests there’s a possibility of failure, which can make the client feel hesitant about moving forward.

Say This Instead:

“I’ll make sure…” By using “I’ll make sure,” you are expressing commitment and responsibility. This phrasing shows that you are confident in meeting their needs and willing to take ownership of the outcome. It builds reassurance and sets the expectation that you’ll follow through.

4. “I’m Not Sure”

Why It Kills the Sale:

Expressing uncertainty can make a customer question your knowledge and expertise. If they feel that you’re unsure, they may start to wonder if you’re the right person to solve their problem or if the product itself has gaps.

Say This Instead:

“Let me find that out for you” If there’s something you don’t know, it’s better to admit it while showing that you’re eager to get the answer. “Let me find that out for you” tells the client that you’re proactive and resourceful, ready to go the extra mile to meet their needs.

5. “Are You the Decision Maker?”

Why It Kills the Sale:

Asking a client directly if they’re the decision maker can come across as presumptive or even a bit insulting. If the person is not the decision maker, this phrase can make them feel undervalued or embarrassed, and if they are the decision maker, it can sound like you’re doubting their authority.

Say This Instead:

“Is there anyone else you’d like to involve in this discussion?” This question is more respectful and inclusive. It allows the client to bring in other stakeholders without feeling pressured, and it doesn’t challenge their authority. You’re simply offering to accommodate other viewpoints, which can make them feel more valued and respected.

6. “Is This Within Your Budget?”

Why It Kills the Sale:

Budget questions are important, but asking directly if something is within budget can feel blunt and might even embarrass the client. It could make them defensive or feel like they need to justify their financial situation, which isn’t a comfortable conversation for anyone.

Say This Instead:

“How does this fit within your priorities?” This question allows you to gauge the client’s budget indirectly. By asking about their priorities, you’re not only assessing their financial considerations but also understanding what aspects are most important to them. It’s a gentler approach that can give you more insight without putting them on the spot.

7. “Let Me Know If You’re Interested”

Why It Kills the Sale:

This phrase gives the power to follow up to the client, which can cause the sale to stall. People are busy, and if they don’t feel motivated to take action right away, they may never get around to reaching out again. It’s too passive and makes it easy for the client to disengage.

Say This Instead:

“When would you like to discuss next steps?” This rephrasing shows confidence and keeps the momentum going. Instead of leaving the responsibility with the client, you’re taking the initiative to move the sale forward. Asking about next steps also reinforces the idea that the conversation is ongoing, not over.

Key Takeaways

1. Be Intentional with Language: Words like “trust me” and “I’ll try” may seem harmless, but they can create doubt. Be intentional with language to ensure every phrase builds confidence and clarity.

2. Shift to Positive, Proactive Language: Avoid language that implies uncertainty. Words like “I’ll make sure” or “Let me find that out for you” convey confidence and a sense of ownership.

3. Maintain Control Without Pressure: Instead of phrases that relinquish control (like “let me know if you’re interested”), encourage next steps to keep momentum going.

4. Build Trust Naturally: Use examples, testimonials, and case studies to demonstrate trustworthiness, rather than outright asking for it.

5. Respect the Client’s Position: Ask about “priorities” instead of “budget” and “involve” others instead of questioning the client’s decision-making power.

Final Thoughts

Sales is all about psychology, and the words you use matter more than you might think. Avoiding language traps that create doubt or defensiveness can help you build stronger relationships with clients, increase your chances of closing the sale, and create a positive, professional image.

Practice replacing these seven phrases with their alternatives, and watch as your conversations with clients flow more smoothly, your confidence grows, and your sales increase.