A little enthusiasm goes a long way in a sales conversation. A lot of enthusiasm can kill or stall your sale.

Recently, I called a current tech services supplier of mine with a very specific need and timeframe for a quick edit to a software program. I was ready to “buy” his time to make the update. When I told him what I wanted to do, he listened for a minute and then got very enthusiastic about a big, new software that I just had to have instead.

Within moments he was talking fast, enthusiastically and assertively telling me that this new software would change my life and he scheduled a demo with his partner during our conversation! He assured me this was the best thing I could do and told me he would follow-up.

really happyAs soon as the conversation ended I realized that he had missed it—my urgency and the simple problem I needed fixed now. While what he was proposing was good for the future; it was not going to address my immediate need. I called him to let him know we needed to flip the priorities and meet my five day deadline and then address the larger project later.

He did get it done—but it cost him. I didn’t feel good about the interaction and his real desire to help me. I’m not sure I will call him again…and the new software he suggested wasn’t a good fit for me.

How often does that happen to you or your team? You hear something from the buyer that gets you excited and you POUNCE? You jump in with enthusiasm and assertiveness and are thrilled when the buyer sees it your way. Yet, the purchase becomes stalled, they don’t answer your messages, or they miss your next appointment.

Too often we over complicate the sale. Instead, grab the small “win” first! Assure the buyer that you can address what they need NOW and set the stage for the larger item by scheduling a follow-up.

Don’t let your enthusiasm for the product or the possibility of a sale take over and lead you to miss the buyer’s timeline or real problem, opportunity, want, or need. Temper your enthusiasm enough to take care of them today and then use the goodwill and your good work as a springboard to larger sales next week.

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Your Turn! How do you show enthusiasm but not overwhelm your buyer? Or when should you have curbed your enthusiasm? Share your comments and you’ll be entered in a drawing for a signed copy of Conversations That Sell.

Congratulations to Dana Schiel whose name was drawn for commenting on the last newsletter article for Accelerate to Speed Up Your Sales. Dana, please send me your address and we’ll get your book on its’ way!