mircette in canada There are any number of bad traits and habits in a salesperson that can instantly turn off a prospect. One is being a poor listener. Another is being overly pushy or aggressive. Many prospects are turned off when salespeople speak about features without really understanding the prospect’s concerns.
However, there is one trait that may be more offensive than any others. It’s desperation. In my 30 years of experience as a sales leader and sales coach/consultant, I have seen firsthand that many buyers base their decisions not on the value of the solution, but rather how they feel about the salesperson. They buy you, then the company, then the solution. People want to work with people they like and respect. Often, that’s the key ingredient in any successful sale.
Desperation can taint any sales process and any relationship with a prospect. At best, it’s an annoyance for the prospect. At worst, it causes the prospect to lose respect for the salesperson. In any case, a hint of desperation may be enough to encourage a prospect to look at other vendors and solutions.
In my experience, most “desperate” salespeople don’t realize how they come across to prospects. They don’t see themselves objectively, so they don’t understand how their actions create an image of desperation. [Read more…]