12 Things to Never Say on a Sales Call (and What to Say Instead)

Every sales professional knows that a single phrase can make or break a deal. While we often focus on what to say, it's equally—if not more—important to know what to avoid. Certain common sales phrases, despite being well-intentioned, can come across as weak, passive, or pushy, and they can quickly disengage your prospect. 🛑

Based on the insightful guide from SalesDaily, we’ve broken down 12 of the most common sales phrases to drop and provided powerful alternatives that will help you build trust, command respect, and move the conversation forward. By mastering these shifts, you can transform your sales calls from transactional chats into genuine, value-driven conversations.

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Drop This: "Just checking in"

Say This Instead: "I saw [industry change] - how's that impacting you?"

Why it works: The phrase "just checking in" implies you have no specific reason for calling. The alternative shows you've done your research and are genuinely interested in how market trends are affecting their business. This positions you as a knowledgeable consultant, not a generic salesperson.

Drop This: "Let me know your thoughts"

Say This Instead: "Should we focus on [Option A] or [Option B] next?"

Why it works: Instead of putting the ball entirely in their court, the second option provides a clear, actionable path forward. It guides the conversation and demonstrates that you have a structured process, making it easier for the prospect to make a decision.

Drop This: "Any updates?"

Say This Instead: "What's changed since we last spoke about [specific challenge]?"

Why it works: The first phrase is vague and can be a conversation-killer. By referencing a specific pain point or challenge you've previously discussed, you show you were listening and are focused on helping them solve a real problem. It keeps the conversation relevant and valuable.

Drop This: "Want to move forward?"

Say This Instead: "Based on our talk, here's the next step I recommend…"

Why it works: The first option can feel like a high-pressure closing tactic. The alternative is a professional recommendation. It frames the next step as a logical, mutually beneficial action based on your discussion, making it less of a sales pitch and more of a strategic plan.

Drop This: "Can we schedule a demo?"

Say This Instead: "Could we walk through how this works in practice?"

Why it works: A "demo" often sounds like a canned, one-way presentation. The alternative phrase suggests a collaborative, interactive session where you'll solve their specific problems together. It makes the conversation about their needs, not your product.

Drop This: "What's holding you back?"

Say This Instead: "What questions or concerns should we address?"

Why it works: The first phrase can sound accusatory and puts the prospect on the defensive. The alternative is empathetic and non-confrontational. It invites them to share their reservations openly, allowing you to address them directly and build trust.

Drop This: "Call me if you need anything."

Say This Instead: "Let's reconnect on [day] after you've had time to review [X]."

Why it works: This phrase passes the responsibility to the prospect. By setting a specific time and reason for a follow-up, you maintain control of the sales process and show that you are committed to the next steps, without being pushy.

Drop This: "Just wanted to follow up."

Say This Instead: "You mentioned [timeline/initiative] - are we still on track for that?"

Why it works: "Just following up" is a classic sales phrase that provides no value. The alternative shows you remember the details of your last conversation and are genuinely invested in their timeline. This demonstrates professionalism and commitment.

Drop This: "I'm calling to see if you had time…"

Say This Instead: "Since our last call, I've pulled a few examples that might be useful."

Why it works: This phrase makes you sound like an interruption. The alternative positions you as a helpful resource who has continued to think about their needs. You're not asking for their time; you're offering them value.

Drop This: "I just wanted to touch base."

Say This Instead: "Last time you mentioned [pain/goal] - still top of mind?"

Why it works: Similar to "checking in," this phrase is generic and lacks a clear purpose. The alternative is targeted and relevant, immediately bringing the focus back to the prospect's needs and challenges. It shows you're a problem-solver, not just a seller.

Drop This: "I just wanted to circle back on this."

Say This Instead: "I saw [trigger event] - how's that affecting [their goal]?"

Why it works: The first phrase is vague. The alternative shows you're paying attention to what's happening in their world. You are demonstrating proactivity and positioning yourself as a strategic partner who is ready to help them navigate change.

Drop This: "Are you the decision maker?"

Say This Instead: "Who else should we include to make this easy?"

Why it works: The first question can be awkward and even insulting. The alternative is collaborative and respectful. It assumes they are influential and gracefully asks for an introduction to other key stakeholders, making the process smoother for everyone involved.

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By replacing these common phrases with more thoughtful, strategic alternatives, you can elevate your sales conversations and build stronger, more productive relationships with your prospects. Which of these are you going to drop first? Let us know in the comments!