How will changing a few words increase my win rate?
What are the key words and phrases used most often by top sellers? We analyzed more than 500,000 sales calls to uncover which words and phrases top performers use regularly.
We’ve summarized the key findings from Gong Labs for you here. To get all the details take a look at our Gong Labs blog.
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Speak directly to your buyers.
Top reps use you, your, and your team 29% more often than their average and underperforming peers.
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Use social proof.
Top sellers use social proof to move their deals forward
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Top performers leverage explanatory terms.
Terms such as imagine, which means, for example, and because come up 31% more often for top performers
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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.
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Use pain/gain language.
Words like problem, challenge, solution, and opportunity come up 36% more often for top performers.
How to use Gong to make sure you're using words that sell
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Create trackers for these top phrases.
Trackers let you track how groups of words show up in your conversations. Set up trackers based on words that you know work well in order to flag when the are being used in your team’s calls.
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Compare how different people on your team are using effective phrases and words. Go to Insights > Team and click Trackers to see who in your team is using powerful terms in their conversations.
From here you can see:
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The percentage of calls in which your top reps bring up words that sell. See how their stats compare to others on the team.
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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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