We analyzed the calls
of 23,363 B2B sales
deals with AI and
uncovered the
following patterns and
trends in how to use
first person language.
1.
Use “We” on Cold Calls
“We” language helps you “sell” your
company and start to build some credibility
in the mind of the prospect.
Instances per Minute of “we” Language
0
.5
1.0
1.5
2.0
Successful Cold Calls
1.84
Unsuccessful Cold Calls
2.
Start Meetings Using “We”
Successful sellers continue this
heightened use of “we” language during
the first 4-6 minutes of scheduled sales
meetings to build credibility.
Instances per Minute of “we” Language
0
.5
1.0
1.5
Successful
Sales Meetings
2.0
1.53
Unsuccessful
Sales meetings
3.
Switch to “I” for Rapport Building
After the first 5 minutes of a meeting,
successful sellers transition to building
rapport by introducing more unifying “I”
language for the remainder of the call.
Instances per Minute of “I” Language
0
1
2
Successful
Sales Meetings
3
2.38
Unsuccessful
Sales meetings
4.
Use "I" Language During Pricing
3
2
1
Instances per Minute
0
1
2
3
Successful Pricing Discussions
“We”
1.3
Language
2.4
Unsuccessful Pricing Discussions
2.05
“I”
Language
1.84
Use “I” language to humanize yourself during a negotiation to be treated fairly by your buyer.
5.
When It’s Competitive, Use “We”
Instances per Minute of “we” Language
0
.5
1.0
1.5
Successful Cold Calls
Unsuccessful Cold Calls
Check out more research and insights at:
gong.io/blog
2.0
2.1
Successful sellers respond to competitor
mentions by lavishly using “we”
language to differentiate their company
from their competitors.