The Destructive Trait of Neediness Can Derail Your Sales!

by Howard Maslich, Specialized Training Services Inc

Setting expectations in your relationships with your clients or potential clients can spell doom to your sales process right from the start! Setting expectations is one of several behavioral disasters that you might be engaging in, thinking that it’s the best possible thing you can do without realizing the potential for disaster that comes with expectations.

So, what’s wrong with setting expectations? Isn’t it fair to have expectations that my customer will want to buy my product or service from me? I’ve spent a lot of my time just getting to know this customer and analyzing what his needs are and how I can meet them. He and I have gone over his process and I’ve discussed with him where my services and my products are going to help him grow and prosper. I’ve given him the pitch and now I want to close the deal! What’s wrong with that?

Change seats with your customer for a minute and think about how you are coming across to him – not just on the surface, but all your subliminal messages as well. One thing’s for certain – probably first and foremost on his mind. You’re there for one reason and one reason only. You want to make a sale. You want him to spend some money on what you think he needs. If you appear, in any manner, eager to push and pull, to push him into a deal and pull his money out of his wallet, he’s going to be inclined to push back. And, even if he doesn’t push back, what you may be doing is causing him to enter a state of emotional flux, a sate of instability that can and will cloud the decision making process, make it harder for him to listen effectively.

Now, step back to your own seat for a second. If you go into this interview/presentation with high expectations, out of necessity, your own emotional needs piggyback on your expectations. Even without realizing it, your emotions are influencing how you behave, how you appear, and what you choose to say. It makes you less likely to listen effectively, to miss cues at the table, and leads you away from making effective decisions and taking effective steps.

Don’t expect. Don’t assume. Go into your meeting with a blank slate. Develop valid goals and objectives. Walk away from your emotions and establish a plan to solve the real problem under discussion and you’ll find you have a laser like focus…a powerful focus that will move the process forward and not derail it.

  1. Do your expectations appear to be desperation to your client?
  2. How to come across as a used-car salesman in one easy lesson!
  3. Would you buy a refrigerator from this man?
  4. Who are you? Who do you appear to be to your client?
  5. Great expectations can kill the deal!

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