The difference between "enthusiastic" and "persistent."
"I'm being enthusiastic, but..."
The more a salesperson thinks this, the more
customers see them as a "persistent person".
This is quite cruel, but it happens very often in the field.
Contacting them repeatedly.
Proposing repeatedly.
Chasing them repeatedly.
The person themselves is trying their best.
But from the other person's perspective, it's just exhausting.
Where does this difference come from?
Today, I will talk about the
decisive difference between "enthusiastic" and "persistent" from a very practical, field-level perspective.
First, to give you the conclusion, the difference is simple.
Is the subject "yourself" or "the other person"?
That is all.
The mind of a persistent salesperson is usually like this:
・I'm short on numbers this month
・I want to close this somehow
・I don't want to lose this deal
In other words, the subject is always "myself".
That's why they push even when the other person's reaction is weak.
And they keep chasing even after being turned down.
As a result, it becomes "persistent" rather than "enthusiastic".
On the other hand, successful people are the opposite.
・Is this conversation necessary right now?
・Is it meaningful for the other person?
・Should I push or pull right now?
The subject is on the "other person".
This alone completely changes your actions and how you are perceived.
However, there is one thing I want you to know as a premise here.
Inside the customer's mind, there is a "
SP (Security Protocol/Guard)".
In short,
"Is this person someone I should let through?"
is what they are judging in an instant.
For example, when a salesperson comes by while you are busy and says,
"Do you have a moment?"
"I was in the neighborhood, so I just wanted to say hello..."
what do you think?
Before even considering the content,
"Not now."
"What a hassle."
"Another salesperson."
That is what you think, right?
This is the true nature of being "persistent."
A state where you ignore the other person's situation and enter based on your own convenience.
Then, conversely,
how can you become "enthusiastic"?
The answer is simple.
Make them think, "I might need to hear about that right now."
For example,
・A problem that is happening right now
・A story about losing out if you ignore it
・A case study happening at other companies
"Urgency + a story that applies to anyone"
These kinds of stories are not sales pitches, but
"information worth hearing".
In other words, an enthusiastic person is
someone who gives the other party a reason to listen.
There is one more important difference.
It depends on whether it
deprives the other person of their freedom.
Persistent salespeople say things like this:
"You absolutely should do this."
"Please decide right now."
When people are told this, they push back.
Conversely, successful salespeople say this:
"Whether you do it or not is up to you."
"I'll leave the decision to you, but may I just leave this information with you?"
People only take action when they feel
they have "decided for themselves."
Therefore, rather than pushing,
creating a situation where it is easy to decide is more important.
And finally, the most important point.
In sales, the "vibe" is more important than the words.
Even if you say
"for your company's sake"
with your mouth,
if your heart is full of
"I want to sell," that will come across.
Conversely,
if you are truly thinking from the other person's perspective,
that will also come across clearly.
So, if you are ever unsure, just do this.
"Will this truly benefit the other person?"
If the answer is YES, you can proceed.
That is enthusiasm.
If the answer is NO, back off for now.
That will better preserve trust.
"Enthusiasm" builds trust.
"Persistence" builds wariness.
Good luck today! 🔥
Sales Sitter Takayuki
* How to create an "atmosphere of trust" is summarized here ▼
[Even if you are not good at talking, you can sell just by being "trusted." The secrets of non-verbal communication]
https://note.com/sales_sitter_t/n/n47a3ce4a4130
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