Why do we sales 
people feel like we have to smile when we’re in front of a prospect? Answer? We shouldn’t.
I was called on last week by a guy who seemed like an OK chap. But he never stopped smiling. It was some kind of a “put on” smile. Pretty obvious.
He seemed overly enthusiastic–and you know what I think about fake enthusiasm (I hate it!). So, when it came to him asking me some questions about what I was looking for–and any problems I was experiencing with my current vendor–I thought he’d hide the smile.
But No! Similar to the “tell tale heart” he kept right on smiling! Smiling right past the pain.
At one point, I felt like saying, “Why are you feeling so happy when I’m telling you my problems?” But I didn’t. I just said “Goodbye.”
Lesson
Come on people…if you’ve bought in to our philosophy that you are a problem finder — then a problem solver, wipe the fake, cheesy grin off your face. It’s not helping me tell you my problems. And it certainly doesn’t give me much faith you’re listening.
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