Choosing Effective Language in the Sales and Consultative Sales Processes

by | Jul 24, 2023 | Blog

In the home improvement business, effective communication is crucial for building relationships and closing deals (should we call it deals or “helping homeowners achieve their improvement?”

The words and phrases you use in your sales conversations can significantly impact the outcome. By choosing the right language, you can emphasize the value of your product or service, show genuine interest in your prospects, and create a positive impression. In this blog post, we’ll provide you with 18-word alternatives and sales phrase replacements that can help you improve your communication skills.

1. Investment:

Instead of using the word “price,” consider emphasizing the concept of “investment.” Highlight the potential benefits and returns your product or service offers to your prospects.

2. Who’s gonna feel left out if we don’t include them in this discussion?

Instead of asking if someone is the decision maker, show your interest in involving all relevant parties by using this inclusive and engaging question.

3. How does that sound?

Rather than asking, “Does that make sense?” which can be interpreted as an insult to your prospect’s intelligence, use this open-ended question to invite feedback and promote interaction.

4. Adjustment:

To avoid the connotation of cheapness associated with the word “discount,” use “adjustment” to convey a more formal and professional impression.

5. Action:

Instead of focusing on the commitment implied by the word “sign,” use “action” to emphasize the positive outcome and encourage your prospects to take the desired steps.

6. Agreement:

To avoid making prospects feel tied down, replace the term “contract” with “agreement,” which conveys a less formal and more gentle tone.

7. It may be helpful to you:

Rather than using “I’d love to…” which can come across as self-serving, shift the focus to your product or service’s benefits for your prospects.

8. Thanks:

Rather than apologizing ( sorry is like a swear word ) too often, use “thanks” to express gratitude and appreciation to your prospects, creating a positive atmosphere.

9. Solve [a specific challenge]:

Instead of the overused phrase “Saves You Time and Money!,” focus on specific challenges your product or service can help solve, providing a more meaningful value proposition.

10. Ask them something unique to them:

Move beyond the generic question, “How are you?” and show genuine interest in your prospects by asking them something unique to their situation or interests.

11. I know you were trying to accomplish [whatever is relevant to them], is that still a priority?

Instead of using meaningless phrases like “Touch Base,” “Checking In,” “Following Up,” or “Circling Back,” re-engage prospects by referring back to their original goals and offering relevant content or assets.

12. I wanted to see how things are going:

Replace the overused phrase “I hope this finds you well” with a more specific inquiry about their projects or personal matters to show genuine interest in their well-being.

13. What would you like to know?

Rather than asking the close-ended question “Do you have any questions?” allow the other person to steer the conversation in a direction that is important to them by asking this open-ended question.

14. Only:

Replace the word “just” to avoid undermining the significance of your proposal. Using “only” demonstrates confidence and can highlight the exclusivity or value of your offer.

15. I hear you:

Instead of using “I understand,” which can imply a desire to conclude the conversation, say “I hear you” to actively listen and engage with the other person.

16. I appreciate your time:

To convey that you value the other person’s time, replace the phrase “I’m sure you’re busy” with “I appreciate your time.” This shows gratitude for the opportunity to talk.

17. We have a track record of delivering results:

Rather than using the word “guaranteed,” which can raise skepticism, emphasize your past achievements and confidence by stating, “We have a track record of delivering results.”


Never say: “Like I said” or “As I told you” can be taken as extremely condescending to speak to a customer this way. A few options could be…Building on our previous conversation, In line with what we’ve previously talked about…or even…Referring back to our earlier discussion.

The words and phrases you choose in your business conversations can significantly impact your relationships and sales outcomes. By avoiding the use of certain words and common sales phrases and instead employing more specific, engaging language, you can build better relationships and increase your chances of closing deals.

Choose your words wisely, as they have the power to influence and shape your business interactions.


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