The hardest thing for most salespeople is also the most important: acting like you don’t need the money. A buyer can smell desperation from a mile away.
People want to deal with successful people. If you come off as desperate, you won’t earn the trust of the buyer. On top of that, you will likely come off as nervous, which leads the buyer to believe you are hiding something. Either way, it’s a bad look.
People want to deal with people they like.
Effective salespeople, the ones who actually sell, know that if this deal falls through, they’ll still land the next one.
Effective salespeople have patience. They give the decision maker time to make a decision, instead of pestering them, all day, every day.
When you call someone on the phone or stop by, and you get this response: “oh, it’s you,” then you’re dead in the water.
On the other hand, there is nothing more frustrating for a salesperson than when a potential customer disappears out of thin air. Sandler Sales Training calls this the ‘Witness Protection Program’. If you wind up in the WPP, you’re whacked.
Here’s the problem: it’s difficult to tell the difference between a buyer that’s truly busy and a buyer that’s blowing you off. It’s the salesperson’s job to know the difference.
How do you tell the difference?
You don’t. Because you don’t care. That’s the point. You don’t need them! On to the next one.
Let’s face it, if a person is being rude to you or doesn’t value your relationship, than why give them the time of day? It’s like dating. We’re attracted to people who exude confidence, people who look like they have other things going on.
And the truth is: you’re busy too.
You have more important things to do than to chase people. Not to mention the time you waste trying to track them down. Everything you do has an opportunity cost. The cost here is time that you could have spent building your business or prospecting. I won’t even get into the emotional cost of chasing a bad account.
And when you really think about it, how good of a customer will this person be anyway?
So, go sell. Go get your next account and hopefully, eventually, that person will call you with an order and maybe even an apology.
And if not, you just signed another account anyway.