I was reading lately some materials about sales in banking and it struck me that there is also a “language” specific to selling stuff to premium customers, both companies or individuals. Some of them I knew without knowing that I new them: that is called experience 🙂
Basically avoid all the words related to money, they just devalue the perception of “premium”.
Some basic stuff I heard about and also noticed as a client or observed at sales people that know how to deal with C-suites at banks.
When conditioning the delivery of a product or new feature to a payment milestone you should never say: “you have to make this payment first” instead use: “as soon as we get the deposits”.
When conditioning the delivery of a product or new feature to finalizing a contract or a change request form you should never say: “we have to finalize the contract or change request” instead use: “as soon as we finalize the paperwork”
When discussing about the cost of a product or new feature you should never say: “it is going to cost this amount” instead use “the upgrade starts at” .
And most important dress like them, I am always wearing a suite, nice shoes and nice watch on client visits and talk like them 🙂