10 Sales Call Phrases That Are Costing You Deals

Guys, I’ve been on a lot of sales calls. Probably 100 in the last year thanks to Paperboy.

Some of them flowed effortlessly.

And others that felt like pushing a boulder uphill.

Over time, I realized something:

It’s not just what you’re selling—it’s how you talk about it.

One wrong phrase, and you can lose trust. One well-placed shift in wording, and suddenly, you’re in control of the conversation.

I put together a list of what I believe are the most common phrases that might be killing your sales calls—and what to say instead (and why).

Shall we?

❌ “We don’t do discounts.”

This one shuts things down immediately. The client hears, “Take it or leave it.”

✅ “Our pricing reflects the value and outcomes we deliver—let’s talk ROI instead.”

Shift the focus from cost to the return they'll get on their investment so they see WHY your price makes sense.

❌ “That’s not included in the scope.”

Even if it's true, it sounds rigid. Like you’re unwilling to collaborate.
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✅ “Let me explain what’s possible and what it would take to include that.”

This keeps the conversation open and turns scope changes into opportunities rather than hard stops.

❌ “Here’s how we work.”

Beyond the basics, the client doesn’t care so much how you work—they care about solving their problem.
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✅ “Tell me about the biggest challenges are you facing at the moment?"

Look, I'm not saying you can't talk about what you do, but... lead with their problems first. They’ll care more about your solution once they feel heard.

❌ “This will cost X.”

Dropping a number without context can trigger sticker shock.
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✅ “What budget range are you working with? Let’s create a solution to fit.”

Get them to share their expectations first so you can frame your pricing strategically. We cover the Ballpark Strategy in detail in the course. I takes a little practice but it will make selling and pricing so much easier.

“This is the only way to do it.” ❌

Sounds like you’re forcing a solution, not guiding them to the best one.
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✅ “Based on our experience, this is what works best—let me walk you through why.”

Do you know best? Probably. But you've got to make sure you position yourself as an expert guide, not a dictator.

❌ “What exactly do you want us to do?”

This makes you sound like an order taker, not a strategic partner.
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✅ “What’s the outcome you’re hoping for? Let’s build toward that.”

Keep the conversation about results, not just deliverables. Then YOU guide the solution.

❌ “That probably won’t be possible.”

Sometimes clients have... outsized expectations. But nobody wants to hear “no” immediately. It's jarring (even if it's true).
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✅ “Here’s what we can do to get you closer to your goal.”

Keep things solution-focused instead of shutting down possibilities. Slight reframe, but makes a big difference.

❌ “Trust me—it works.”

Blind trust isn’t enough. People need proof.
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✅ “Let me show you how this has worked for others in a similar situation.”

Case studies, testimonials, and examples build way more trust than just saying “trust me.”

❌ “What other questions do you have?”

Too vague. Clients won’t always tell you their real concerns.
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✅ “Is there anything specific holding you back from moving forward?”

This gets to real objections so you can address them head-on.

The Big Takeaway:

Be a guide, not a gatekeeper.

Your job isn’t to shut things down—it’s to lead the conversation toward clarity, trust, and alignment.

So next time a call feels off track, remember: Your words can be the pivot point.

Now, let me know— what other tricks do you guys have up your sleeves? Would love to hear what's worked for you. Hit reply and let me know.

— Shane