In an emergency it’s vitally important that you stay calm. If you don’t keep your cool, you are likely to miss life-saving details and that’s it; you’re in the forever box.
Some people bring that energy to their sales calls.
“Gotta stay calm! Gotta stay in control, bro!”
And it makes sure their deal goes in the forever box: closed lost.
Why?
Sales is the transfer of enthusiasm.
If you play it too cool, then your lead is likely to take that as “there’s nothing to get excited about.”
Not a great vibe.
What do you do instead?
Communicate the excitement of helping them win. They’re in a position to get everything they want, and you know how to make that happen.
Isn’t that worth being the least bit excited about?
Now, I’m not saying you have to be a manic extravert.
And you don’t have to talk about how excited you are to work together.
But you DO need to show (not just tell) how enthusiastic you are about the prospect of being the one to help them win big.
Breathe some life into your calls & watch your deal come back from the brink of no return.
Best thoughts,
~Jonathan “Happy to be here!” Pritchard