Prospects instantly detect when a salesperson is desperate to close. Focusing only on the deal makes every question feel needy and insincere. The fix: stay curious and genuinely interested, accept you can't control the buyer's decision, and lean back from the commission-driven mindset.
Prospects can smell desperation from a mile away, right? Do you guys smell that? It's you. You got commission breath. You stanky. Commission breath. All right? If all you're thinking about is that you want the sale, then it's very difficult to sell people. When people talk about detached from the outcome, they're not saying that like, oh, I just don't even want the sale. No, no, they want the sale, but they realize that they can't really affect the outcome massively. Okay? You regape commission breath. Every. Every single question is just, like, loaded with desperation. Buyers are not stupid. They can smell and feel. When you're someone who's just, like, chasing a commission check, okay, everyone's going to that sort of sleazy sales guy, and they're just, like, kind of doing the thing right now. Someone, they may be asking the same questions as somebody else, but because someone just comes across as way more genuinely curious, that's the big difference. There's no, like, a loaded intent behind the question. If you're coming off as, like, needy, you're going to absolutely kill the deal. The way to fix that is just to lean out a little bit and then just act more curious and realize that you cannot make somebody buy. No matter what you say, no matter what sales wizardry you try and put on people, it will not work. They can only buy if they're going to buy, and it's going to be their choice. At the end of the day, thinking and getting angry about it and being all needy doesn't help you in any way whatsoever. Just go out there, be curious and genuine, and you'll be just fine, Jim.
