For many of us, these are difficult times, at least financially. Can, or should, one attempt fend off desperation by working, dare I say it, more desperately?
For those in sales—and I contend that we’re all ultimately in sales—desperation doesn’t cut it. My favorite sales coach, Jill Konrath, discusses the problems it can cause in a recent Rain Today article, “Sales Conversation Fail: Acting Desperate Will Not Get You the Job.”
She recounts overhearing a coffee shop conversation during which a sales person threw everything on the table, most likely hoping that something would “stick.” In addition, the poor guy inadvertently insulted his prospect. As she puts it, “He’s scared. His fears are driving his behavior and making things even worse for him…As sellers, we need to be aware of—and in control of—our emotions.”
Of course, there are things you can do to counterbalance the effect of your emotions, and Ms. Konrath makes note of them. Establish your credentials upfront by talking about how you’ve delivered for others. Develop a relationship and build credibility by listening and asking good questions. Questions are critical, and you should prepare them in advance. If you truly listen to the answers, you’re well on your way to a sale. If you do all these things, you’re likely to close from a position of strength, rather than desperation.
You may not be selling consulting services, a computing solution, or a car. You may not be “in sales” at all, but you’re still selling during many of the interchanges that make up your day. Wouldn’t it be great to feel that you were doing a better job?