Be careful when selling something that seems like a “no brainer”. If the reasons to buy it are so compelling that it sounds too good to be true, this will raise suspicion in the prospect’s mind too often. No amount of logic will overcome that, and it is terribly frustrating to try.
Also, your enthusiasm, even when sincere, is likely to come across like every other excited salesperson trying to push the prospect into a sale.
There is a special way of being that is the ultimate goal of High Probability Selling. And this is how we avoid triggering that general sense of unease a prospect may feel about the salesperson.
That way of being is naturally neutral and objective. No agenda and no attachment to the immediate outcome.
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Even a little nudging, enthusiasm, or excitement can push a prospect away by creating sales resistance:
1. Enthusiasm can be perceived as insincere.
When salespeople are overly enthusiastic, it can come across as fake or insincere. This can make prospects feel like they are being pressured into a sale, which can lead to them feeling resistant and distrustful.
2. Enthusiasm can make salespeople seem pushy.
If a salesperson is too enthusiastic, it can make them seem like they are trying to push the product or service on the prospect. This can be off-putting to prospects, who may feel like they are not being given enough time to consider their options.
3. Enthusiasm can lead to unrealistic expectations.
When salespeople are overly enthusiastic, they may make promises or claims that they cannot keep. This can lead to disappointment for prospects, who may feel like they have been misled.
4. Enthusiasm can be distracting.
If a salesperson is overly enthusiastic, it can distract them from listening to the prospect’s needs and concerns. This can make the prospect feel like they are not being heard, which can lead to them feeling frustrated and disengaged.
5. Enthusiasm can be interpreted as insecurity.
Sometimes, enthusiasm can be a mask for insecurity. Salespeople who are insecure about their product or service may try to compensate by being overly enthusiastic. This can backfire, as prospects may sense the insecurity and become even more resistant.
Instead of being overly enthusiastic, salespeople should focus on being:
Credible: Salespeople should be able to back up their claims with evidence and testimonials. – Knowledgeable: Salespeople should have a deep understanding of their product or service and be able to answer any questions that prospects may have. – Patient: Salespeople should give prospects time to consider their options and should not pressure them into making a decision. – Trustworthy: Salespeople should be honest and upfront (explaining pros and cons where possible) with prospects about the product or service and should not make any promises that they cannot keep.
By being credible, knowledgeable, patient, and trustworthy, salespeople can avoid triggering their sales resistance. Julius Csizmazia
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