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?