What to Say (and What Not to Say) When Closing a Deal
Every sales professional knows that language shapes perception. A polished email or a crisp phone script can turn a hesitant prospect into a firm client, while clunky wording can leave a sour taste in their mouth. The problem isn’t that we forget to keep up with industry jargon; it’s that the words we throw out of habit drift into the wrong era and lose their impact. Below we walk through ten expressions that have long since outlived their usefulness, explain why they no longer serve a sales context, and offer everyday replacements that keep your communication sharp and forward‑looking.
First on the list are the medieval‑looking terms that still find their way into formal correspondence: hitherto, whereby, thereby, herein, therein, thereof, heretofore. These words feel like a relic from an old office manual and can make even the most seasoned sender look out of touch. When you say, “We will proceed thereby,” a prospect may wonder if you’re using archaic shorthand or just trying to sound clever. The simplest solution is to drop the Latin flair entirely. Instead of “We will proceed thereby,” say “We will proceed by.” Replace “hitherto” with “so far” or “up to now,” and swap “herein” for “in this document.” The result is language that feels immediate and relevant.
Next, consider the polite yet awkward phrase “Kindly advise.” The word kindly softens a request, but in sales it often dilutes urgency. A customer who asks for a quick update will interpret “Kindly advise” as a polite request for a slow response. A sharper alternative is “Please let me know” or simply “Let me know.” This keeps the tone courteous while signaling that the timeline matters. A similar problem shows up with “Please don’t hesitate to call.” The phrase sounds old‑fashioned and can feel like a broken record. Switch it to “Feel free to call” or “Give me a call if you have any questions.” It keeps the door open without clinging to an obsolete idiom.
“Whereas” and “Pursuant to” also belong to a generation of legalese that rarely lands well in a sales context. A sentence that reads, “This offer is valid whereas your request is received,” feels like it belongs on a courtroom transcript rather than a product pitch. Replace whereas with “while” or “as.” And “Pursuant to” is a throwback to old contract drafts; modern readers prefer “According to” or simply “In line with.” These tweaks cut the legal tone and put the focus back on the prospect’s needs.
When you write, “As per your request,” the phrase may feel like a nod to bureaucracy rather than a genuine acknowledgment. Shorten it to “As requested” or “Per your request.” The same logic applies to “As of today, we are in receipt of.” The formal construction can slow the flow; try “Today we received” or “We received today.” These small changes keep the sentence crisp and aligned with the fast pace of business communication.
The phrase “Enclosed please find” is a classic casualty of the email era. With attachments no longer the default, this wording seems like a relic. If you need to reference an attachment, simply say “Attached is the proposal” or “Please see the attached document.” The sentence is clear and directly references the email format. Similarly, the odd expression “Of even date” feels like a throwback to a different time altogether. Drop it entirely; instead, use “Effective today” or “Current as of [date].” This removes the archaic cadence and presents the date in a way that feels timely.
The last two items on the list – “Yet” and “So” – are often used for dramatic emphasis but tend to dilute the message if overused. In the context of sales, a brief “Yet” can come across as defensive, while “So” can feel like a filler that clutters the sentence. Use them sparingly, and only when you need a real pivot point in the narrative. A better tactic is to use transition words that add value, such as “Additionally,” “Moreover,” or “Therefore.” But keep them natural; if the sentence already flows, leave the transition out.
In practice, the best way to rid your sales toolkit of these outdated expressions is to run a quick audit of recent emails and scripts. Highlight any word that feels out of place and brainstorm a direct, modern substitute. Keep a list of the phrases you wish to avoid and refer back to it when drafting a new message. Over time, you’ll notice your communication becoming more concise, engaging, and, most importantly, effective. If you’d like to dig deeper into improving your sales communication style, visit the resources at Abundance Center. Happy selling, and may your words always hit the mark.
– Catherine, veteran entrepreneur and communications master coach. Find more articles, newsletters, workshops, and tips on the Abundance Center website.
