The Fine Line Between Desperation and Drive In Sales: How To Stay On The Right Side

The Fine Line Between Desperation and Drive In Sales: How To Stay On The Right Side

Desperation, as described by the dictionary is a state of despair; typically one which results in rash or extreme behavior.

Words like “extreme, “despair” and “rash” are not exactly words that one would use to describe a salesperson with an exceptional closing rate.

In fact, desperate is what most salespeople with dismal closing rates become, as they chase down that elusive sale.

Desperation, as described by the dictionary is a state of despair; typically one which results in rash or extreme behavior.

Words like “extreme, “despair” and “rash” are not exactly words that one would use to describe a salesperson with an exceptional closing rate.

In fact, desperate is what most salespeople with dismal closing rates become, as they chase down that elusive sale.

Want a more comprehensive lowdown on how to further excel in sales? Sign up for your FREE consultation with Wordplay NOW!

Want a more comprehensive lowdown on how to further excel in sales? Sign up for your FREE consultation with Wordplay NOW!

DON’T: Chase Everything That Moves

A good salesperson should be able to practice discernment and act like a professional when it comes to engaging prospects.

Chasing after low quality leads is usually inconsequential and results in the loss of valuable time that could have been spent on more qualified leads.

Never for once lower the bar of your lead qualification process just so you can try your luck and pitch to anything that speaks.

DON’T: Chase Everything That Moves

A good salesperson should be able to practice discernment and act like a professional when it comes to engaging prospects.

Chasing after low quality leads is usually inconsequential and results in the loss of valuable time that could have been spent on more qualified leads.

Never for once lower the bar of your lead qualification process just so you can try your luck and pitch to anything that speaks.

DON’T: Be Overly Casual With The Discounts

There should be an aura of exclusivity and prestige when it comes to discounts and special offers.

Discounts should be given out only in specific situations with no exceptions, especially not just for the sake of closing a deal.

Giving out discounts on every request only serve a short-term purpose, and will cause your service to depreciate in value in the long run due to the fact that it’s “cheap”.

No business owner would want their service to be branded “cheap”, and giving out discounts like flyers would exactly put your product in that column.

DON’T: Be Overly Casual With The Discounts

There should be an aura of exclusivity and prestige when it comes to discounts and special offers.

Discounts should be given out only in specific situations with no exceptions, especially not just for the sake of closing a deal.

Giving out discounts on every request only serve a short-term purpose, and will cause your service to depreciate in value in the long run due to the fact that it’s “cheap”.

No business owner would want their service to be branded “cheap”, and giving out discounts like flyers would exactly put your product in that column.

Turn That Desperation Into Drive

So there you have it, what not to do, and what to do when the going gets tough.

These are of course, very brief guidelines in keeping you off that desperation wagon when suffering a slump in sales.

Allowing your customers to feel desperation in the air only gives them a valid reason to doubt your pitch, reject your proposal, and engage your competitors.

Turn the tables by feeding your drive instead.

Desperation creates an atmosphere that suffocates prospects. In contrast, drive infuses the air with positive energy that builds trust and confidence.

So find that drive from within, combine your knowledge of consumer behavior and market trends, and unlock the floodgates to financial success!

Turn That Desperation Into Drive

So there you have it, what not to do, and what to do when the going gets tough.

These are of course, very brief guidelines in keeping you off that desperation wagon when suffering a slump in sales.

Allowing your customers to feel desperation in the air only gives them a valid reason to doubt your pitch, reject your proposal, and engage your competitors.

Turn the tables by feeding your drive instead.

Desperation creates an atmosphere that suffocates prospects. In contrast, drive infuses the air with positive energy that builds trust and confidence.

So find that drive from within, combine your knowledge of consumer behavior and market trends, and unlock the floodgates to financial success!

What these salespeople do not realize is that the more desperate that they become, the further they are pushing their prospects away.

How would you know you’re bordering on the rash and extreme, or positively motivated when it comes to driving sales?

Let us take a look at some of the do’s and don’ts of selling.

What these salespeople do not realize is that the more desperate that they become, the further they are pushing their prospects away.

How would you know you’re bordering on the rash and extreme, or positively motivated when it comes to driving sales?

Let us take a look at some of the do’s and don’ts of selling.

DO: Manage Your Time Intelligently

The first step into increasing your efficiency as a salesperson is by managing your time prudently. 

DO: Manage Your Time Intelligently

The first step into increasing your efficiency as a salesperson is by managing your time prudently. 

Mismanagement of time usually leads to overwhelming schedules and unnecessary stress and eventually, desperate situations.

Always stay productive by not overscheduling yourself to the point of burnout, and leaving time for yourself to manage the needs of your existing clients.

Closely adhere to your lead qualification process, and spend time only on the leads that make the grade, filtering out the ones that do not.

Mismanagement of time usually leads to overwhelming schedules and unnecessary stress and eventually, desperate situations.

Always stay productive by not overscheduling yourself to the point of burnout, and leaving time for yourself to manage the needs of your existing clients.

Closely adhere to your lead qualification process, and spend time only on the leads that make the grade, filtering out the ones that do not.

Keen to find out how to fine tune your lead qualification process to optimize the quality of your leads? Sign up for your FREE consultation with Wordplay NOW!

Keen to find out how to fine tune your lead qualification process to optimize the quality of your leads? Sign up for your FREE consultation with Wordplay NOW!

DO: Give Discounts, But Not Without A Catch

There will come situations where you have connect with the prospects on many levels and he is extremely certain about the value your service can give to him.

Just a minor problem though… your product is priced out of his budget.

You can see the eagerness in his eyes, and you can smell the sale. It is close enough to you to touch it and take it.

This is probably a situation where an exception can be made – but not completely just to the prospect’s advantage.

Always make sure you get something back in return when you make exceptions like that.

DO: Give Discounts, But Not Without A Catch

There will come situations where you have connect with the prospects on many levels and he is extremely certain about the value your service can give to him.

Just a minor problem though… your product is priced out of his budget.

You can see the eagerness in his eyes, and you can smell the sale. It is close enough to you to touch it and take it.

This is probably a situation where an exception can be made – but not completely just to the prospect’s advantage.

Always make sure you get something back in return when you make exceptions like that.

Grant the discount only on the condition that they give you a referral, or if they agree to be locked in for an extended period of time.

This “tit for tat” manner of granting discounts to prospects to convert them to client helps to preserve the premium value of your service.

You’re making them work for that discount, and not just blindly granting it.

Grant the discount only on the condition that they give you a referral, or if they agree to be locked in for an extended period of time.

This “tit for tat” manner of granting discounts to prospects to convert them to client helps to preserve the premium value of your service.

You’re making them work for that discount, and not just blindly granting it.

Want to know more about how to position your service as premium? Sign up for your FREE consultation with Wordplay NOW!

Want to know more about how to position your service as premium? Sign up for your FREE consultation with Wordplay NOW!

DON’T: Rush Through Your Sales Pitch/Cold Call

Rough patches are inevitable in your sales journey.

In order to make up for the loss of revenue and hit that KPI, you might be forced to make up for lost time by going through your leads like the wind.

You might think you’re being efficient by doing that because you’re making good time… until you realize you are being rejected left, right and center.

A whole bunch of leads gone…just like that, without a sale to show for it.

When you cut out elements in your sales pitch to increase your sales velocity, your pitch loses its flow and sincerity. This leads to the loss of rapport between you and the prospect.

Once the rapport is not established, the chance of sale is as good as gone.

No one likes to be hurried, cornered, and pressured into making a decision, especially potential customers.

DON’T: Rush Through Your Sales Pitch/Cold Call

Rough patches are inevitable in your sales journey.

In order to make up for the loss of revenue and hit that KPI, you might be forced to make up for lost time by going through your leads like the wind.

You might think you’re being efficient by doing that because you’re making good time… until you realize you are being rejected left, right and center.

A whole bunch of leads gone…just like that, without a sale to show for it.

When you cut out elements in your sales pitch to increase your sales velocity, your pitch loses its flow and sincerity. This leads to the loss of rapport between you and the prospect.

Once the rapport is not established, the chance of sale is as good as gone.

No one likes to be hurried, cornered, and pressured into making a decision, especially potential customers.

DO: Research On Your Prospects

Time is money indeed. If you want to make money, you need to take the time to study the prospects you’re about to meet or call.

DO: Research On Your Prospects

Time is money indeed. If you want to make money, you need to take the time to study the prospects you’re about to meet or call.

Warm up your cold calls and emails with business intelligence, referrals or insider information.

Make a strong case of your product, instead of dangling discounts in front of them and hoping they would take the bait.

This is the kind of service you should be providing for your prospect, if you wish for them to become clients.

Master your craft, perfect your pitch, and channel your drive to genuinely help customers and make them realize the value of what you are offering.

Warm up your cold calls and emails with business intelligence, referrals or insider information.

Make a strong case of your product, instead of dangling discounts in front of them and hoping they would take the bait.

This is the kind of service you should be providing for your prospect, if you wish for them to become clients.

Master your craft, perfect your pitch, and channel your drive to genuinely help customers and make them realize the value of what you are offering.

Perfect pitch… is there really such a thing? There just might be.  Sign up for your FREE consultation with Wordplay for find out NOW!

Perfect pitch… is there really such a thing? There just might be.  Sign up for your FREE consultation with Wordplay for find out NOW!