In the last blog, we talked about how talking too much and listening too little can derail your sales by making you appear too needy to your client.  This is the third in a series of how different traits of appearing needy can kill a deal even before you start.  Even if you have wiped your expectations slate clean before you meet with your client, if you successfully hold back the trait of talking too much, you can still find yourself in the same boat – appearing needy by demonstrating your excitement…in need of making this sale!  Perhaps you don’t realize how very needy to make this sale you can appear just by the “normal” trait of demonstrating your enthusiasm for your product or service!

Have you not yourself been in a situation where the salesperson’s excitement and enthusiasm makes you wonder just why he or she is trying so desperately to unload a particular item on you?  Haven’t you ever thought to yourself that he’s just too darn eager and begun to wonder what exactly is wrong with whatever you’re looking at – what hidden problems is he not telling you about?

Yeah, you’re a salesperson too and you can recognize several traits in this guy as he speaks to you about the product.  You notice that his voice has gone up in pitch, perhaps in volume as well.  You notice his body language that is telling you that he’s just a little too much in a hurry.  And that ties right into his presentation which seems just a tad rushed to you.  And, as a potential buyer, you find yourself reacting to those signals by sensing his excitement and stepping back just a bit (both physically and emotionally), looking for just a little more time to think this thing through and to try to satisfy those little red flags that you find popping up.  You are slowly moving into a protection mode which, to this salesperson, probably spells doom to this sale he seems to be trying so desperately to make.

Yeah, you’re a salesperson (and probably think you’re a pretty good one, too) and it is fairly easy for you to recognize all the signs of being needy to make a sale that this salesman is displaying through his excitement.  So…what do your clients think of you?  Do you, through your unintentional display of excitement and emotional attachment to and pride in your product come across to him and this salesperson’s came across to you?

In sales, you need to always maintain an even keel in how you make your presentation.  In times of inner turmoil, slow down and lower your voice. Work at being lower and slower with your voice.  Don’t tell your client in these often overlooked ways that you are overly anxious to make this sale now.  Instead, let him be the one to get excited and move towards closing the deal, but with your calm and assured guidance!

Bookmark It

Hide Sites