Hold your Horses!
- Scott James Purves
- Apr 9, 2023
- 1 min read
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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