Your Phrase That Pays
Steps to craft your perfect one liner
Over the years, I’ve picked up or developed sticky phrases that help my team remember key concepts. One of the best is, “what’s your phrase that pays?”
Here’s how to teach your team to craft their perfect one liner.
Your Phrase that Pays:
1. What is the goal?
Create a loyal customer: “I want you to love this, but if you don’t, call me - (Lauren), here’s my card.”
Sell an additional product and increase your UPT (units per transaction): “Did you see the bag that goes with these shoes?”
2. Sell from your gut
Each phrase is unique to the seller.
What’s the one thing they love about the product, the company? : “I love this feature; here’s how I use it.”
3. Drop the line and wait
The delivery of the phrase is subtle and non-committal. This is a softball pitch, remind the team to give the customer room to think, room to refuse. The idea is they won’t bite every time, they will bite most of the time. The magic is in the waiting.
“Do you come here more than two times a year? You should become a member.”
4. Praise them for trying
A pitch is never going to work 100% of the time. Praise the team for practicing their pitches regardless of the outcome. The more they do it, the better they will be at it. The better they are at it the more it will land. Focus on encouraging their probability of success.
Checking in
Do you have a “phrase that pays?” Add your phrase to the comments below. Let’s build each other up.
