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Hold your Horses!

Learning to control your excitement is a discipline worth its weight in gold.



That part of the sales conversation when you're positive you can help solve their problem...


Downplay it.


Too much enthusiasm is salesy.


It's off-putting and can feel desperate - almost like you need the business too much.


In the eyes of your prospect, it may have the effect of lowering status.


Could you ever imagine a doctor, lawyer or accountant getting carried away in a flurry of excitement?


Probably not.


They remain professional.


So run your sales meetings & conversations in more of a 'matter of fact' way.


This feels & looks more credible.


Not to say you should become monotone or flat.


But there is a richness in sounding like that trusted adviser.


Varying your speech, with modulation in pitch and volume helps you come across more expressive, more interesting & deeply engaging.


I used to work with a guy who would get so carried away when he sensed a deal that his voice would become super high pitched - almost like a squeal.


It would put anyone off.


And it did.


Contain your excitement levels and don't squeal yourself out of a deal.


In a study, speakers with higher-pitched voices were judged to be less truthful, less emphatic, less potent, and more nervous than speakers with lower pitched voices.


So record yourself, listen back and ask yourself:


Do I sounds like a professional or a cheesy salesperson?






 
 
 

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