I’ve been selling for 20 plus years and have worked with thousands of salespeople on how to increase their success and close more business. I have concluded the difference between “average” sales success and “exceptional” sales success is getting out of our own way. Pogo, from the old Pogo comic strip said it best, “We have met the enemy and it is us.”

I love observing sales people when I’m a consumer and I recently called a company come to my home and demonstrate the new “K Guard” gutter system. The salesperson was right on time and took some time to walk around my home, take measurements and do some calculations. He came to my front door and I invited him in, but he declined and said “I can give you the information right here” on my front porch. He proceeded to demonstrate the system and show me the dimensions of my home. I asked him the buying question … “how much will it cost?” His eyes looked away and said “that’s the bad news” and showed me the price (not tell me the price, but showed me the price.)

What did this “professional salesperson” communicate to me? I personally didn’t think it was a bad price based on the homework I did before he came to my home. The bottom line is I did not buy the system and all I could think about was this “salesperson” going back to the office and his boss asking him …

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Think about how you present your product or service. Do you verbally, or non-verbally, communicate to your prospects YOU think the price is too high?

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