One of the things that I’ve learned in sales is that prospects can smell desperation. Because so many salespeople live off of commission, they are desperate to close deals and move things along quickly. When you are in these kinds of situations, you can start to fail on technique and go right in for the end of the call when you shouldn’t.
If you think about it, would you rather buy from someone who was going to make a TON of money depending on what you decided, or would you rather buy from an expert with no dogs in the fight?
Most people would choose the second. We know that other people are just as selfish as we are, and no matter how helpful they will want to be and no matter how good of a person they are, they are going to lean toward selling something that will give them a better deal.
That’s why one of the best sales techniques out there is to not seem as desperate. The whole reverse psychology thing. Make people think you’re so uninterested that they start to sell you on your own product.
I’m currently working on one of the biggest deals that my company has ever worked, and because I’m not commission, I have nothing on the line, and I think it actually helps while I’m on calls because I don’t have a dog in the fight. You don’t have to worry about me trying to oversell something because I don’t get a penny of it, so I don’t have an incentive.
The bigger the deal, the less interested you should seem..maybe it will work?