Yet you do it every day without realizing. How often do you find yourself thanking someone for taking your call? Or, asking for just five minutes of a prospect's time? You may think you're being polite, but you're coming across as begging.
Sounding pathetic is one of the surest ways to ensure that your customer will lack confidence and respect for both you and your organization, says sales trainer Tim Connor. People buy when they are ready to buy, not when you need to sell. You'll project a lack of confidence when you say things like:
"What time is convenient for you?" Instead of, "Let's see if we can arrange a mutually beneficial time."
"We're the best in the business." Instead of, "Let's see if our product or service will solve your problem."
"When can you let me know your decision?" Instead of, "Let's set a time to discuss your decision."
"Can I call you in a few weeks to follow-up?" Instead of, "I'll call you in a few weeks to discuss your questions and further interest."
These are just a few of the ways you may be sending prospects the message that you lack credibility and confidence in your ability to perform. Incorporate Tim's suggestions into your sales dialogue and enjoy the respect that is sure to follow.
-- Tim Connor is CEO of SalesClubsofAmerica.com and a contributor to Top Dog Sales Secrets. He is a popular speaker, sales trainer and successful author. Visit his website at TimConnor.com
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