Wednesday Nov 9

On the plight of the desperate sales person

There are many things that can put a buyer off. None more so, perhaps, than a desperate sales person. Desperation is not only, in itself, off-putting, but also begs a whole load of questions. Why is the sales person desperate? What is wrong with the product or service that makes the sales person so anxious to close? What does he or she know that you don't?

Relaxed sales people, who are confident in what they are selling, tend to be more successful. Success breeds success. The rub is, of course, that without a track record of success it is difficult to exude it. There are many ploys and tactics for achieving this, none of them easy or foolproof, but one thing is certain - whatever the method the sales person must believe it.

So my tip is this; if you, or someone who works for you, needs to exude confidence in a sales situation find a way that you, or that person, can absolutely believe in.