|We often wonder why the sale gets killed. Why the customer walks away.
Sometimes it's because we're doing a lousy presentation. Or we forget the facts. But often, we get everything perfectly right.
And then it's time to ask for the sale. And we freeze. We get needy. We hope the neediness helps to get some empathy. And in reality, it kills the deal.
Or at least puts us in a weak spot. So where does this neediness show up? And how do barriers help to avoid being needy?
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You've probably heard of Pilates, but maybe not of Joe Pilates.
Who was Joe Pilates? He was the guy who started up the Pilates system, except when he got to the United States he wasn't that popular, so he rented a studio right under the studio of some dancers. They would practice, and as you'd expect, as you dance more frequently you get more injuries. Joe's system, of course, would make sure that you were more fit.
Now the important part is that he didn't have any clients. Yet, when someone called in and wanted to make an appointment, this is what he'd say: I can't work with you right now. I'm busy and you'd have to wait for a couple of weeks. He was busy. He was busy doing nothing.
That makes no sense, does it? Why not take someone who's willing to pay right now instead of waiting for a couple of weeks when they could change their mind? That's the whole point about neediness.
If you are needy that's a deal killer.
That's the number one deal killer no matter what you're selling, whether it be a service, a product, a workshop, just about anything. If you are needy, it's going to go down in flames.
Why is neediness so bad in sales?
There are two reasons why neediness is terrible, and the first is that it reduces your status. The second is that it derails urgency. Let's talk about status for a second.
In today's episode we
- Status and Urgency
- The Story of 5000bc.com
- How Good Should You Be To Put Up Barriers?
- Increasing Level of Barriers
To continue reading, download the transcript.