Do You Act Like You Need The Business?

Tim Connor

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I can tell you there have been times in my forty year speaking career that I really needed the business. My bank balance was abysmal, my self-esteem was on the floor and I even started questioning my value and purpose. During these times you have two choices – whine, complain, beg, give it away or any number of other demeaning behaviors or, get creative, use your pain, hunker down and try something new.

A key premise to remember is that people buy when they are ready to buy, not when you need to sell. 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 you will resonate this through your behavior and your attitudes. I’ve done it and I’ll tell you 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 sounding 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.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at , 704-895-1230 or visit his website at


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