How Indifference Can Often Make the Difference

“Um…well…yea…I’m sorry…I…” Yea, Yea, Yea…just say it! The rest of the sentence can be filled in with… “We bought from somebody else,” “Your solution just didn’t fit,” or “I have decided to date somebody else.” Each one feels like somebody just kicked you in the gut. And then, of course, it usually follows with a little self-examination such as, “Was my price too high?” “Did I not ask enough questions?” or “Was it my breath?”

While it often is a combination of errors along the way, one overlooked point could be that perhaps you acted like getting that YES was the most important thing in your life. Right or wrong, the more you show that you are dying for the order, the more dead the deal often becomes. Now don’t misunderstand me, I still believe the prospect needs to know you absolutely love what you’re selling. They just need to feel that if they don’t move forward with you, life will continue happily because there are a ton of other takers that you need to get with.

So do you want to be a great salesperson, influential leader or master negotiator? Then you need to heed use an attitude of “slight indifference” when sitting across the table from a customer, an employee, or potential partner. While enthusiasm is important in influencing others, you need to pick the right time to say nothing or appear as if you are NOT emotionally attached to what you are offering. Why? Because this makes the other party want to listen.

For instance, when trying to sell something to a prospect, try these words:

If YOU BELIEVE that we MIGHT HAVE A SOLUTION for you, great, we can discuss it in further detail. IF NOT, I still want to THANK YOU for the opportunity.

So let’s break down those words and discuss how each part is designed to keep the customer longing to hear more.

“If YOU BELIEVE…”

These three words let customers know that they are in control and that the buying decisions are theirs alone. Letting them know up-front that their opinions and beliefs supersede yours as the salesperson will blow a big hole through the defenses.

“…MIGHT HAVE A SOLUTION. IF NOT…THANK YOU…”

These words insinuate that you, as the salesperson, are not even sure if what you have is going to provide a solution to their needs. This lets them know that you have no plans to pressure them and removes yet another brick in the customer defense wall. When negotiating, the same is true, stay positive while making the other party feel that you hope you can work things out, but if not, no problem…life goes on.

So this week, try playing “hard to get.” And while you are playing “hard to get,” others will find it hard to get enough of you and your solutions. And watch how your perceived indifference will become one of your greatest weapons in your PRECISE selling and negotiations arsenal.

Sales Coach and Business Consultant Brian Sullivan, CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Sign up for his free weekly motivation and sales tip by going towww.preciseselling.com…fun stuff that will keep you focused on getting to the top!