6 Power Words That Close Deals

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Your words are currency in the trades—every phrase either builds trust or destroys it in seconds. When your technician says "I think this might help" versus "This is the best solution based on what I'm seeing, and here's why," they're not just changing words—they're changing your company's revenue potential.

This powerful episode dives deep into the psychology of service business communication, revealing why customers don't actually buy plumbing or HVAC solutions—they buy certainty, peace of mind, and problems being removed from their plate. When your team sounds uncertain, it triggers customer fear, delays decisions, and costs your company thousands in lost revenue every week.

I share practical training methods you can implement immediately, including how to upgrade your team's common phrases, role-play objection handling, and customize language for different customer personality types. The DISC profile breakdown alone will transform how your team communicates—Dominant customers want bottom lines, Influencers need emotional connection, Steady types seek comfort, and Analytical folks crave details.

The results speak for themselves. One plumbing company implemented these language techniques and watched their close rate jump 20% with a 15% ticket size increase in just 60 days—same team, same service, new words. This isn't just about sales; your leadership language shapes your entire company culture and sets the foundation for success.

Ready to transform your service business through the power of words? Start by auditing your team's language, upgrading five key phrases, and implementing weekly role-play sessions. Remember: certainty sells, language leads, and culture starts with the words you train. This is the separator between a million-dollar shop and a $10 million shop—and it begins with the next sentence your technician says at the customer's door.

Leave a review on Apple Podcasts to help us reach more professionals who could benefit from these proven communication strategies. Your support helps us continue providing actionable insights you can implement immediately for real business growth.

https://coreyberrier.gumroad.com/

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Episode Transcript

Corey Berrier (00:00):
Welcome to the Successful Life Podcast.
I'm your host, Corey Berrier,and if you're a plumber, an HVAC
tech, a CSR comfort advisor oryou run a shop in the trades,
today's episode is designed tosharpen the most powerful tool.
You've got your words, that'sright.
Not your drain machine, notyour torch, not your tablet your

(00:26):
language, because how your teamcommunicates with customers
directly impacts whether youclose the job, earn trust and
drive long-term revenue or walkaway with a we'll think about it
and a phone that never ringsback.
So we're going to cover sixthings today why your words

(00:49):
either build or destroy trust inseconds.
Real world examples of weakversus strong phrasing.
How to train your team to speakwith clarity and confidence.
How to handle objections withemotional intelligence.
How words shape your companyculture and the disk profiles of

(01:10):
your customers.
And what to say based on whoyou're talking to.
Let's dive in.
Why language is currency in thetrades.
Let me just make this clear Inthis business, your words are
currency.
Every word is either oninvestment in trust or a

(01:34):
withdrawal from it, and most ofthe time, the customer doesn't
understand the work, but they dounderstand how you make them
feel.
They do understand how you makethem feel so.
When your tech says I thinkthis might help, that teeny

(02:00):
phrase sounds unsure anduncertainty is deadly in the
sales process.
Now compare that to.
This is the best solution basedon what I'm seeing, and here's
why.
That phrase sounds like you'vedone this a thousand times.
It sounds like you're in goodhands and you haven't even
turned a wrench yet.
Phrases that erode versus buildtrust.

(02:22):
Let's look at a few moreside-by-side examples.
I want you to picture your teamsaying these things in the
field I just want I just wantedto follow up Instead of I'm
following up to make sure you'vegot what you need to move
forward.
What's your budget?

(02:43):
What investments are youcomfortable making to get this
resolved long-term?
Yeah, it's a bit pricey.
This is a long-term solutionthat protects your home and
saves you money down the line.
I guess we could try this.
Here's what I recommend, basedon my experience, and why it

(03:07):
works.
I don't know.
Let me find out and get you aclear answer.
I've got you.
These aren't just word swaps.
They're mindset shifts.
They move your team fromreactive to proactive, from
unsure to certain.

(03:28):
Here's the psychology behind it.
Let me tell you something mostpeople don't realize.
People don't buy plumbing orHVAC solutions.
They buy certainty.
They buy peace of mind.
They buy problems off theirplate.
When your team sounds unsure,it triggers fear.

(03:52):
The customer doesn't know ifthey're making the right
decision and so they delay.
That delay costs your companysometimes thousands in lost
opportunities per week.
Here's how you can train thelanguage into your team.
Now you might be thinking andnodding along yeah, corey, that

(04:17):
makes sense, but how do Iactually get my team to use this
no-transcript?
So write down the 10 mostcommon things your team says

(04:38):
during opening a call,presenting a solution, handling
objections, asking for the sale,and then, as a group, rewrite
them to sound confident, helpfuland value-driven.
Here's an example I want to seeif you're ready to move forward

(04:59):
, becomes, let's get thisstarted so you're not dealing
with this problem any longer.
All right, so let's say youpair two people up with a
role-play objection handlingexercise.
So pair your team One plays thecustomer, one is the tech or

(05:21):
the CSR and use real objections.
That's too expensive.
I need to talk to my spouse, Idon't know if it's the right
time.
Then respond first with the oldway, then the new power
language.
Totally understand.
Let's walk through the value soyou can make a confident

(05:43):
decision.
When you do talk to your spouse, do it in the meeting, make it
fun, make it fast, repeat untilit feels natural.
And it's so important to dothis within the organization,
with your team members, becausethen you're not losing money
practicing on your customers.

(06:05):
Objections are opportunities ifyou use the right words.
Let's break that down.
Here's how to reframe five ofthe most common objections your
team faces.
That's more than I wasexpecting.
Here's a weak response.
Yeah, I get that it is a bithigh, opposed to absolutely.

(06:28):
And here's why it's worth everypenny.
It saves you $500 a year inutilities and comes with a full
10-year warranty.
I need to talk to my spouse?
Here's a weak way.
No problem, just let me know.
Here's the right way, of course.
And would it be helpful if Igave you a simple summary or

(06:50):
even jumped on a quick call withyou both to answer any
questions you might have?
Well, what if it doesn't work?
A weak response.
We hope it will.
It usually does.
Here's the right response.
We're confident because we'vedone this dozens of times with
the same issue.
And if it doesn't solve theroot, we'll credit it towards

(07:14):
the next step.
Know who you're talking to.
And this is like disk profilestuff.
So just to break disk profiledown if you're not familiar with
that.
So different customers need tohear things differently and
here's kind of a quick breakdown.
So disk, the disk traits, thedisk type traits, I should say,

(07:38):
are made up of four items, hencewhy it says disk D-I-S-C,
dominant.
You know dominant is like.
Here's the bottom line.
This will fix the issue fastand right.
Influencer, you got to have anemotional connection.
You're going to love how smooththis is.

(07:59):
We make it easy.
Here's a steady Trust andcomfort.
This is a proven solution we'vedone for hundreds of homes just
like yours Compliant.
There weren't details like youranalytical people, data.
Here's a breakdown of whatwe're doing, why it works and

(08:21):
how it compares to other options.
Train your team to read the roomand adjust their tone and
phrasing.
That's pro-level communication.
So your words, owners, shapeyour culture.
Let me just take this beyondsales for a minute.

(08:45):
The language your leadershipuses sets the tone for the
entire business.
If your ops manager walks intoa meeting and says I just need a
quick update, the word justsignals apology, weakness.
Instead they should say give mea quick update so we can stay

(09:07):
on schedule.
See the difference there.
Words also impact how your teamrespects each other, how they
report problems, how confidentthey feel bringing ideas to the
table.
Strong, respectful, intentionallanguage doesn't just sell more
, it builds culture.
Real example from the field.

(09:28):
Let me give you a real worldexample here.
I talked with a plumbingcompany doing about 200K a month
in revenue.
They were leaving another 250Kon the table every single month.
Why?
Because their techs were afraidto sound confident.
They'd say I'm not sure, maybethis will help.

(09:48):
They got ghosted constantly.
We trained them for 30 days onpower language.
Fast forward 60 days.
Their close rate jumped by 20%and their ticket size increased
by 15%.
Same team, same service, newwords.
Next, I want you to think aboutauditing your words.

(10:09):
Here's an action plan for theweek.
Listen to three service callsand write down the week language
.
Pick five phrases your teamsays and upgrade them.
Practice one role play a weekor, if you want to be real good,
do it two or three times a week.
So if you want to take thisfurther, then you want to make a

(10:36):
plan.
You want to make a plan andstick with it.
You want to make a plan andmake sure that you follow that
plan.
So let's land this plane In thetrades.
Words build trust.
Trust drives action.
Action drives revenue.
Your team already has thetechnical skills.

(10:57):
Now it's time to give them thelanguage that matters, or that
matches, rather.
Remember certainty sells.
Language leads.
Culture starts with the wordsyou allow and the ones you train
.
So train it.
This is the edge.
This is the separator between amillion-dollar shop and a $10

(11:22):
million shop.
And it all starts with the nextsentence your tech says at the
door Look, thanks for tuning inthis week.
I appreciate you sticking around.
I appreciate you subscribing tothe door.
Look, thanks for tuning in thisweek.
I appreciate you stickingaround.
I appreciate you subscribing tothe podcast.
I appreciate the reviews thatyou leave and I appreciate the
messages that I get about howit's helped your team.

(11:43):
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(12:06):
this show because I really enjoyit.
I really enjoy givinginformation that you can
actually put into practice andwork on, and all I ask is that
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Could you do that?
I would really appreciate it.
So, listen, we'll see you nextweek and thank you for listening
.