The Words That Kill Sales

If you’ve ever made a sales call to a new lead and felt the energy drop the moment you introduced yourself, you’re not alone. It’s not that prospects aren’t interested in what you offer—it’s that they’ve been conditioned to filter out sales language before you even get a chance to explain why you’re calling.

The way we communicate in sales has changed.

​Years ago, phrases like “The reason for my call…” or “I just wanted to touch base…” were standard practice.

But today, these phrases can trigger an immediate shutdown.

Why?

Because your prospect’s nervous system is wired to detect patterns of threat and intrusion.

They are bombarded with telemarketers, spam calls, and pushy sales tactics daily. The moment they recognise that pattern, their nervous system shifts into “shut it down” mode—and you’ve lost before you’ve even begun.

The Science Behind the Shutdown

When you use overused sales phrases, you unknowingly activate a threat response in your prospect. Their nervous system registers your call as a potential threat rather than an opportunity.

This isn't just about preference—it's about how humans process safety and trust.

🔹 They don’t feel in control.
🔹 They feel like they’re being “sold to.”
🔹 They don’t have the mental capacity to process your message.

And what happens when someone doesn’t feel safe?

They do what any of us do in an uncomfortable sales situation: They disengage.

Words That Trigger the Shutdown

Here are some of the worst offenders in follow-up and sales calls:

🚫 “My name is [your name].”
(Why it’s bad: People rarely introduce themselves like this in normal social interations. Most of the time people hear those words on a call, they're coming from a telemarketer.)

🚫 “The reason for my call is…”
(Why it’s bad: This signals that you’re following a script, which prospects are trained to ignore.)

🚫 “I just wanted to follow up…”
(Why it’s bad: "Follow up" screams "sales call," making them defensive before they even hear what you have to say.)

🚫 “I’d love to touch base…”
(Why it’s bad: It feels vague, generic, and like a time-waster.)

🚫 “I think we’d be a great fit.”
(Why it’s bad: People rarely say “good fit” outside of business, making it sound scripted and salesy.)

What to Say Instead

If these common phrases trigger a shutdown, what should you say instead?

The key is to disrupt the pattern and lead with value.

✅ Make it about them, not you.
❌ “My name is [your name]”
✅ “Hey [prospect’s name], quick question for you…”

✅ Lead with curiosity.
❌ “I just wanted to follow up on…”
✅ “Last time we spoke, you mentioned [specific challenge]. Has anything changed?”

✅ Give them a sense of control.
❌ “The reason for my call is…”
✅ “I came across something that might be relevant to what you’re working on—do you have a minute?”

✅ Offer insight, not a sales pitch.
❌ “I think we’d be a great fit.”
✅ “A lot of people in your position are running into [specific problem]. I figured it might be worth a quick chat.”

The Bottom Line

Sales isn’t just about what you say—it’s about how you make people feel.

The wrong words trigger resistance.

The right words create engagement.

If you want prospects to be open to your message, avoid the phrases that send them running.

Shift from selling to serving, from pushing to listening.

Your sales calls will change.

​And so will your results.