Want to be a Top Seller? Use these words and phrases (& track them in Gong)
What are the key words and phrases used most often by top sellers? Our team did the hard work of analyzing over 500,000 sales calls to uncover which words and phrases top performers use regularly.
Here’s what you need to know
We’ve summarized the key findings from Gong Labs for you here, but if you want to find all of the nitty gritty details take a look at our Gong Labs blog.
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Speak directly to your buyers.
Top producers use you, your, and your team 29% more often than their average and underperforming peers. -
Use social proof.
Top sellers use social proof to move their deals forward -
Top performers leverage explanatory terms.
Terms such as imagine, which means, for example, and because come up 31% more often for top performers -
Use sensory statements.
Statements like as you can see, I’m happy to show you, and you can feel the difference are more likely to close deals. -
Use pain/gain language.
Words like problem, challenge, solution, and opportunity come up 36% more often for top performers.
Ok, now that you know the top words and phrases, let’s look at how to use Gong to put these into action
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First, create trackers for these top phrases.
Trackers let you track how groups of keywords show up in your conversations. Leverage trackers such as sensory language, or direct language to flag these phrases in your team’s calls.
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Next, evaluate how often this language is coming up during your team’s conversations. To hear the top talk tracks from your team, also use the CRM Stage Closed-Won filter.
Bonus: Save this search to receive a weekly digest of all of your reps top calls using these words that sell.
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Finally, compare how your top performers are using these power phrases and words compared to the rest of the team.
Use Stats for Trackers what your top reps are doing during their conversations. Some question to leverage:
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What percentage of calls do your top reps bring up these words that sell? What about your bottom and average reps?
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Take a look at the calls where your top reps use these key phrases. Pinpoint their talk track and share it with the team.
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Use this to coach your direct reports in 1:1s or team meetings.
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Want to see this data in your BI tool or CRM?
Leverage Gong’s API or the Gong for Salesforce app to understand how these key words and phrases impact your close rates.
