Do This If You Need The Sale (1 Mindset Shift)

Need the Sale? Sales Desperation – Do This Instead

[00:00:00] Have you wanted a sale (need the sale) so bad that you’d do anything to make sure you get it because it’s a great deal?

The problem is the prospect knows it, and you don’t even have to tell them. They can smell it on you. I’ll explain. Let’s get started.

So I was in a meeting not too long ago, and I was doing something I never do, which was I need the sale, and I started to say things. Things were coming out of my mouth that I should not be saying. I, I, I was coming across as if I really wanted this deal. And guess what? I lost the deal. You know why?

Because the prospect knew that I was in need of the sale, and they were negotiating, negotiating and trying to get things added in for free, and I wasn’t gonna do that. But guess what? Flip that to the next meeting. The next meeting, I didn’t want that deal quite as badly. It was still a good deal, but I didn’t want it quite as bad, and I came across that way, too.

I came across as, “Hey, listen, this could go good. This could go bad. I don’t

[00:01:00] care.” That’s, that’s kind of the way that it came across. It was like I didn’t need the sale. It goes back to the person in the relationship who cares the least is the one that’s in control. So I heard a psychologist say this one time about marriage and relationships and it was really interesting because they said, you know, the person or the, the individual in that relationship who cares the least is the one that’s in control of the relationship.

And I thought, “Well, that’s strange. Is that true?” And you start to think about it, because when there’s times where somebody pulls away in the relationship… Think about when you were dating. If somebody pulled away and you became less available, guess what? The other person kinda started to pull toward. The same thing applies in sales.

So in that situation where I had the meeting where I didn’t care quite as much, what that comes across like is quite simply, “I would love to have this sale, but if it doesn’t happen, it doesn’t happen, and that’s okay. I would like the sale, but I don’t need the sale.”

Here’s the funny part. When you come across

[00:02:00] as if you need the sale, even if you’re just thinking it and don’t say it out loud, the prospect, I say, smells it. They can smell the desperation because when you come across that way, you come across desperate and in need.

Anytime you’ve spoken to somebody who comes across desperate, you push them away. That’s a natural reaction. And guess what? Your prospects will do the same thing to you

Here’s the ironic part. Salespeople have been trained by prospects to ask for the sale, beg for the sale. That’s what the prospect thinks should be happening. And when you don’t do that, it’s a little bit of a mind shift for them. They’re like, “Wait, what’s happening? This guy doesn’t seem to need it.” And it makes them feel a little bit more relaxed and open because now they’re having a real conversation, and it’s about them, their issue, their problems, their things that they’re trying to fix, not about you as the salesperson.

And every time you pull that away, you pull slightly away from the prospect. What you’re doing is you’re taking away things that they think

[00:03:00] or expect to have happen. As a salesperson, when you’re in the m- in the meeting and you’re not a- coming across as if you need the sale, you’re taking that option kind of off the table that you have to have this. That’s not an issue anymore. Now you’re, well, you’re walking in saying, “I can walk out at any time.” I don’t need the sale.

And, and that’s kind of a weird position for them to feel like. They’re like, “Wow, this guy doesn’t seem to care about, the sale coming through, its almost like he doesn’t need the sale. He’s trying to make sure that I get my problem solved.” That’s kind of what it comes across. So your goal is to come across in such a way that you’re not needing the sale.

It also does one other thing. It gives you some equal footing. It makes you come across as an equal. So if you don’t need the sale, but they need something, and you don’t make them feel like, hey, you’re in need, not me, kind of a thing, you become an equal with them. You become a consultant, not a vendor. You become somebody that will be a trusted advisor and not somebody that’s just trying to be a vendor or a salesperson.

That’s a totally different situation. If you want to

[00:04:00] come across as a consultant, you wanna make sure that you’re talking and speaking to those individuals as an equal, as an adult-to-adult conversation. That’s one of those things that a lot of times it’s hard to remember when you’re in the sales meeting.

If you come across and you say something that comes across as you’re making fun of them, digging them, not feeling comfortable, that’s not good because you’re trying to stay in power control. You’re making them feel bad. That’s not good. If they, if you allow them to make you feel bad, that’s not good either.

Now you’re not on equal footing either. You need to be speaking to each other so that you’re equals, so you’re on the same plane. And, and quite honestly, the best relationships that I’ve seen out there with people are the ones that are on equal footing. They’re, they’re equals, so to speak. They’re not one is more important than the other.

They’re not one speaks more than the other because they are more important. They don’t come across as more important. It’s the same way in sales. You wanna make sure that you’re speaking to each other on the same plane, on the same level, and you’re

[00:05:00] comfortable with each other, and one is not more important than the other.

So here’s the question. If you want to come across as not being needy, the number one thing you need to do is make sure your pipeline is really full. If your pipeline is not full, there’s nothing you can do but to be needy. That’s the problem. So if you’re needy, if you’re finding yourself being in that position where you need the sale, you need to do one thing, and that is fill your pipeline with potential prospects that can actually buy your product. Because if you don’t fill that pipeline, then you will always feel like you’re chasing something. You’re always trying to get something out of somebody, and that’s not a good position to be in. That’s the number one way to prevent yourself from becoming that person that’s not in control in that relationship, in the sales relationship, is to not have your pipeline full.

Think about it this way. If you’re out in the dating game, right? You’re out there dating. If you have four or five people that you could go out with at any given time,

[00:06:00] do you come across as needy? Absolutely not. But if you have one person and then nobody else wants to ever talk to you, you got a problem.

You’re gonna come across as needy, and you’re gonna try to cling to that one person. It’s the same way in sales. Make sure your pipeline is so full that you have nothing but stuff to do with following up and working on or working the relationships and doing all the things that you need to do to work them through their sales process.

Because if you don’t have all that, you will come across as not in control of the sales meeting. If you found this to be helpful, like and subscribe because there’s gonna be more content like this coming out in the future. Until next time, slow down and close more