[From The Road. Bill Caskey is on vacation this week in Florida. But still blogging. ]
When you’re on vacation, you can sometimes see things differently…as was the case today when I was at Panera and overheard the needy plea of a sales person.
As near as I could tell, he was a book designer talking to an author–selling him on why he should use his design firm.
It reminded me how a needy salesperson turns people off. This guy was off-the-charts desperate.”There’s no better designer in Florida than our team.” Or, “People who use us tell us they would never use anyone else.” “You really shouldn’t use XYZ. They take short cuts you’ll pay for later.”
How about those for some unsubstantiated platitudes?What does all that garbage mean anyway? Well it means one thing…this guy was desperate to make the sale. More worried about his goals than his client’s goals.
It reminded me of listening to a phone recording of a sales call I made. It was years ago, but it proved the point to me that what I “thought” I was saying was far removed from what I was “actually” saying on the phone to a prospect.
It wasn’t until I heard the recording that I understood what I was sounding like.
If you ever get into a slump when people just aren’t responding to your glorious messages then check out your “desperation-rating.” If it’s high, don’t expect too many people to be attracted to you.
Record yourself. Ask your colleagues to assess your desperation. See if you really know what you sound like.
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