You know that feeling you get when you’ve got someone interested in your services? It’s a great feeling. However, too much excitement and passion get you into trouble.
It can come off as:
- Too emotional
- Over-the-top
- Too salesly
- Untrustworthy
- Overselling
- Unsafe
- Anxious
None of these are great at moving a deal forward.
But wait – won’t my excitement and passion inspire my prospect?
Maybe – if you’re lucky.
But luck is not a great sales approach.
What should you do?
- Be calm assertive
- Have a non-anxious presence
- Be curious
- Be intentional
- Ask questions
- Pause a lot
- Listen to understand