WHEN THE SELLER APPEARS TOO EAGER TO SELL WITHOUT LISTENING FIRST
Most prospects like to make their own minds up. A professional is aware of this and helps the prospect do so and most times the prospect isn’t aware that he’s been pushed – if only ever so gently. On the other hand, those that want to conduct the sale in the style of an ‘eager-beaver’ could cast doubt in the prospects mind as to what the motive may be for their eagerness – and doubt usually kills the sale.
According to the dictionary, eagerness is “earnestly longing,” and that in a few words captures what can go wrong whenever a call is being made. If the salesperson is “earnestly longing” to keep the presentation going, they most probably would substitute listening to what the prospect has to say with working out what they need to say next to get on top of the prospect in their conversation. Yet, they miss the boat once again with that logic, simply because, carefully listening to what the prospect has to say is one of the most important aspects of what the selling process is all about.