7 Deadly Sins of Sales Pitching
You're Too Nice.
People come into sales presentations and they just supplicate, Klaff says. "They view the customer as the prize, and so they act overly nice and willing to do whatever." When you grovel, you become "low status" in the eyes of your potential client. When Klaff walks into a pitch, he'll leave a presentation slide on the table. When the person grabs for it, he'll take it out of their hands and tell them it's not time for that yet. "All of a sudden you're seen as a peer or slightly superior," he says. "It conveys status. It builds intrigue. It says, 'I'm not here to beg for your business. I'm the prize.'"