When ending a sales call DON’T FALL OVER YOURSELF THANKING THE PERSON FOR THEIR TIME.
Sure, you should be thankful.
Yes, you should be respectful.
But act like you’ve been there before.
You should be accustomed to conducting meetings that end with a positive outcome for both sides.
I see this in regular interactions of humans as well.
When one person feels intimidated and inferior, he tends to over thank the other person. “Oh, thank you so much! I really, really, really, REALLY appreciate it!”
The prospect will not be ABLE to respect you and will not consider your services.
Remember to act like you’ve been there before.
You’ve had meetings with positive outcomes.
You’ve had meetings with BIGGER fish.
You’ve delivered lots of value to the prospect.
YOU are a big deal!
While it’s fine to thank the person for investing time to talk to you, don’t bow down in the process.
Remember, your prospect is the one with the pain or problem WHICH YOU CAN SOLVE.
In this conversation YOU are MORE than him!
Doesn’t matter how big the prospect might be. An investor or a millionaire.
But in the current process YOU have more to offer than him.
He needs you. You have the potential solution.
Believe that your prospects are as appreciative of you, as you are of them.