A key premise to remember is that people buy your products and services when they are ready to buy, not when you need to sell them. Sounding pathetic is not just a bunch of words but it is often based on a lack of confidence, belief and self-assurance. When you start to question your worth as a salesperson you will resonate this through your behavior and your attitudes. We’ve done it and it isn’t pretty.

Sounding pathetic is one of the surest ways to ensure that you customer will lack confidence and respect for both you, your organization and your products or services. It is essential that in every sales situation that you always put the prospect or customer ahead of your personal needs, fears or requirements. Sounding pathetic can come out in many ways. You apologize for a price increase, you blame someone else in your organization for poor service or quality and you cave into the competition’s approach and don’t stand your ground.

If you believe in yourself, your organization and you know that your products or services contribute to your customer’s success, productivity or effectiveness there is no need to sound pathetic, so why do it? 

 Here are a couple of examples of how to sound pathetic.

Saying things like: 

What time is convenient for you? Instead of, let’s set a time to get together.

We’re the best in the business. Instead of, let’s see how our products or services will solve your problem.

When can you let me know your decision. Instead of, let’s set a time to discuss your decision. 

I know you are busy so I won’t take too much of your time. Instead of, you are going to be so glad that you decided to use our products or services.

Do you ever sound pathetic? Why not ask a fellow salesperson to eavesdrop on your telephone conversations or presentations with the only objective of looking for pathetic statements or questions.