Catalyst QUE

Keep calm – never be too pushy or keen for the deal, people love to be sold to but not forced into a sale.

A great sales experience for both parties is one that ends with both people being delighted by the outcome. No deal should be too good to walk away from.  This is key to keeping calm as the sale you are working on now won’t be the last, so keep calm and never push the sale to close.

I had the uncomfortable experience once of witnessing the undoing of my sales manager a few companies back. He was so keen to get the deal he lost his nerve, visibly displaying his desperation and frustration that the client “didn’t get it” and with too many closed questions he pushed the client  into a corner. So far to the point where the potential client snapped – slammed their hands on the desk and asked him to leave. Not the best approach for repeat business or building a solid reputation. (Note this technique has its place, excellent if you’re in dodgy car sales, don’t care for repeat business or you’re simply an arse.)  

So to keep calm, stay in control.  It’s important to keep in your mind that this is not the last sale and be ready to walk away if it’s not right for both you and the customer, even if its just prior to signature on a contract. Staying calm will also make it easier to think on your feet and spot opportunities in a conversation.

For more tips – check out The Conversation of Selling.