Sales Blog - Don't Sound Desperate
By Steven J. Schmidt (7/4/08)
I was working in a very wealthy residential area, trying to sell windows to people who needed to replace their existing ones. I was very excited because wealthy people usually tend to spend money pretty frivolously.
I would explain to these people how great the windows were; how difficult it was to scratch them up; and how beautiful they looked. However, I started getting a lot of "not interested," or "maybe later, can you give me your card?" Of course, I also got the "I already have someone whom I buy windows from."
I tried everything, including, "Is there a reason that you don't want to replace your windows, considering the bad condition that they're in?" For the people with different window distributors, I tried, "What if I can save you money and show you windows that are nicer than your existing ones?" To no avail, I didn't have anyone who was interested, or would bite on the windows I was pushing. Keep in mind, it was the middle of summer, and it was hot outside, so I was getting really frustrated as well.
I decided to take a break. I had some cold water and peanut butter crackers in my car. I hopped into my vehicle, cranked the air conditioning up, drank some water and ate the crackers. I felt a bit cooler and a bit stronger, so I decided to stay out longer. I didn't intend for that to rhyme, or maybe I did. OK, who cares, back to the story...
So, I felt a bit rejuvenated, and asked myself what I was doing wrong. I decided to stay calm in my speech instead of sounding so excited. The first door I knocked on, I received a much better response, and I took the person's information (phone number, name and address) so that I can use that as a lead. I talked to a few more people, with much better responses, and then I finally got a sale. Before the end of the night, I received one more sale and another strong lead.
I decided to keep my speech calm because I may have sounded excited in my head, but to the customer I appeared desperate, almost as if I needed the sale. The "calm way" sounded as if I already had a few sales in the neighborhood, and that I was supposed to be there.
More entries from our Sales Blog section:
- Sales Blog: Home
- Sales Blog: Extreme Sales and Marketing - 7/26/09
- Sales Blog: What to Sell? - 7/9/09
- Sales Blog: Personal Issues - 6/25/09
- Sales Blog: Horrendous Hygiene - 5/27/09
- Sales Blog: Getting Sales Rapidly Through Referrals - 2/11/09
- Sales Blog: Mental Toughness - 1/18/09
- Sales Blog: Lack of Energy - 1/4/09
- Sales Blog: You Never Know - 10/18/08
- Sales Blog: Don't Be Afraid - 9/21/08
- Sales Blog: Take a Break - 8/21/08
- Sales Blog: Working with Customers - 8/13/08
- Sales Blog: Keep Fighting - 7/24/08
- Sales Blog: Don't Sound Desperate - 7/4/08
- Sales Blog: Who's the Boss? - 6/30/08
- Sales Blog: On a Roll - 6/20/08
- Sales Blog: Don't Give Up - 6/11/08
- Sales Blog: On Call - 5/21/08
- Sales Blog: My Product Is The Best - 5/19/08
- Sales Blog: Adrenaline - 5/16/08
- Sales Blog: The Tattle-Tail - 5/12/08
- Sales Blog: The Open-Door Race - 5/12/08