If your product is that good, why do you seem so desperate to sell it to me? Did you ever think that conversation was going on in your prospect’s head?
You see, we get in trouble here for bringing politics into our posts. But with the action in Washington right now, it’s hard not to use politics to make points. It’s just so easy!
Think about Bush last week, scare-mongering and warning of financial Armageddon if the bailout package wasn’t passed.
Suddenly, Americans came to life and revolted with millions of emails and texts to their congressmen. (Granted, Bush’s approval rating at 30% doesn’t help any case he makes…but.)
What really happened to him is exactly what happens to you when you get too excited about your product. It turns your prospect off.
Enthusiasm is not contagious. It’s distasteful. It shows desperation. It tells the listener, “There’s more here than meets the eye.” And it causes resistance. And, I’m not sure about you, but it doesn’t seem like a good idea to do anything that creates buyer resistance. Yet, we do it all the time.
So, once again, take a lesson from politicians on what NOT to do when in pursuit of a sale. Don’t use the old “impending event close.” You and I know this one as, “You’d better buy now because the price goes up on Monday.”
People are SOOOOO wise to that move today. You can do better than that.
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{ 1 comment… read it below or add one }
LOL!
yes, “end of year special”, end of month “special”, “act now”…
any reason other than the right reason to move forward - that’s because these reasons are not customer focused and not seen through the eyes of the prospect and cheapens the selling process and reduces the relationship…