Commission breath

Are you desperate?

When a salesperson reaches an empty pipeline, they become desperate to close the deal.

Desperation can be sensed from far away.

The more you want to close the deal (out of desperation) the less likely it is to happen.

I once heard a great term from Joe Polish and Dean Jackson. They call it “commission breath”.

When a salesperson has this desperate need to close the sale (because they want the commission), he has a commission breath.

Which is not appealing to prospects.

To avoid becoming desperate, you need to constantly be on top of your game to keep a full pipeline.

Just something to keep in mind.