16 Phrases that Should Never Come Out of Your Mouth

I found this article recently in a publication, Advantages, that serves the promotional products industry but felt that it had value for anyone who sells anything ... including marketing services. The opening sentence to the article states, "It's no secret that good salespeople have the gift of gab, but it's important to know when to shut up."

Jeff Thull, president and CEO of sales consulting firm Prime Resource Group, added "A very interesting discipline is to condense your answers to any question to under 20 seconds. When you consider that companies can do a commercial in 15 seconds, that might not be too much to ask. That's a simple discipline to try to get yourself into."

So, what do all the experts think you shouldn't say (versus what you should say). Here's the list of 16 no-no phrases:

1. How are you? The client thinks this person doesn't care how I am (seems insincere).
2. Thanks for your time. The client thinks my time is more important than your time (don't devalue your time).
3. I really like that picture of your family. The client thinks I don't know you yet, you're trying to butter me up to make a hard sell (reminds them of pushy salespeople).
4. Here's our latest monthly promotion. The client thinks I have no interest (assumes this is a motivation to a client).
5. The product has been really hot lately. The client thinks their advertising will look like everyone else's (people want to be unique).
6. Who besides yourself will be involved in the decision. The client thinks you are insulting them (assumes the person is not a decision-maker).
7. Many people don't understand. The client thinks you are talking down to them (always protect a person's self-esteem).
8. Let me be honest with you. The client thinks you are honest only sometimes (hurts a sales relationship).
9. Here's information -- do you see anything in there that interest you? The client thinks you are trying to sell versus help (no one wants to be sold, everyone wants to buy).
10. Do you understand what I'm saying? The client thinks you think I'm stupid (don't imply a client is ignorant).
11. If I were you, I would do this. The client thinks you are not me and you don't know my business (don't tell a client what to do, lead them to what to do).
12. We have the best service. The client thinks here comes the hard sell again (this is hard to prove and everyone says it).
13. That's not a good choice. The client thinks you are questioning my judgment (don't undermine their authority).
14. Would you like that in red or blue? The client thinks slow down, let me decide if this is right for me before you go for the close (gauge client interest before rushing).
15. What else can I do for you? The client thinks you are putting them on the spot (this is a huge question that could overwhelm).
16. If I can be of any further help, please let me know. The client thinks "duh" (put the responsibility with the salesperson, not the client).

Well, let me be honest with you and ask did you read anything of interest in the above post. I truly hope you understand the importance of what not to say. And finally, please let me know if I can be of any further help. That's my thought, what's yours :-)?