I’LL JUST MAKE A
NOTE OF THAT…
This phrase is absolutely one of the greatest million-dollar
phrases we can give you.
When you say these words to a customer, what they hear is
you care, they are important and you are a person they
would like to become involved with. When used with a pen
to write, it also helps you to remember key facts so much
more.
OTHER THAN
THAT…
These three words will assist you massively in managing and
overcoming any and all objections.
When you get an objection, acknowledge it and ask… so,
“other than that, are you happy to move forward”?
WE RECOMMEND…
These two words are all powerful. Just think to yourself,
when a doctor or an accountant or someone you have faith
in says to you… “We recommend” – Are you likely to argue
with them? I don’t think so.
When you are making a point about the value of your
product or service or one of the real benefits of your product
or service, use the term “We recommend”. It carries a lot of
weight.
WOULD YOU
RESERVE THE RIGHT
TO CHANGE YOUR
MIND IF WE COULD
BETTER TAILOR OUR
PROPOSAL TO YOUR
SPECIFIC NEEDS?
These truly, when practiced, I believe and know, will be a
lifesaver when you receive a major objection.
When you get the objection just say – “that’s okay”, and ask
the prospect, “could you ask you a question?” Everybody
says yes. Then ask them …”Would you reserve the right to
change your mind if we could better tailor our proposal to
your specific needs”?
The majority of prospects will answer “Yes”.

These three words can, when used every day every time, will
boost the value of every sale that you make.
For example, you run a coffee shop. Everybody comes in and
asks for a cup of coffee. Coffee costs $4. They leave.
BY THE WAY…
If you want to make additional sales it’s just so easy, ask
everybody who buys a coffee the following… “How do you
have your coffee”? … I’ll have a cappuccino to go with
skinny milk….”Thanks, by the way, we have an all-new
raisin toast or our most popular chocolate muffin” …Which
would you prefer”?
Statistics prove most people will take one or the other, and
some will take both. It is a small percentage that take
neither. You will never know until you ask!!
The words you use and the phrases you use have the power to make or break
the sale for you. Always pick the right ones to use and remember….People do
business with people they like!
Practise – Practise – Practise
The words you use on a regular basis will have a profound influence on your
sales results, your relationships and your life.
Choose wisely.
About “The Sales Doctor” … David Jackson
David is internationally known as “THE SALES DOCTOR” for his “Vitamins for
Success” and highly effective “Sales Problem Solver”. He has over 30 years of
experience as an internationally recognised Sales Skills and Communication
Coach including Inspirational Keynote Speaker. David brings the ability to
positively transform and elevate the skills and attitudes of his audiences with
humour, real world experiences and easily applied “How To’s”. He will lift you
and your team to a new level.
Follow David on www.thesalesdoctor.com.au and don’t forget to register for
your complimentary Self-Development eBook….