by Garry Duncan
”Dance as if no one is watching” is a great analogy for selling. Change it to “Sell like you don’t need the money” and watch your salesgrow. Why? Because appearing needy, or weak, doesn’t convey confidence in yourself or your offering. The first sale is you and then your offering. Enthusiasm doesn’t fit with all buyers, especially the cautious analytical buyer. But, conviction fits with everyone. Buyers pick up on your conviction. They see it, they hear it, they feel it, —or not. How much conviction you have translates to buyer confidence in you and your offering. Ask yourself, “How do others (colleagues or competitors), sell at a higher price?”
–William W. Purkey
Garry Duncan is the President of Leadership Connections, Inc., a consulting and training group focusing on the performance, growth and management of sales teams in business to business sales efforts. See http://www.leadershipconnections.com/index.html