JOB POSTING RESUME

When our honest objective is not to make a sale but rather discover the truth of the situation, we have released expectations. The key is to offer options, so the person we’re talking with doesn’t feel pressure from us. This would only trigger the defensive reactions we’re trying to avoid.

Overcome the temptation to immediately discuss what you have to offer. Instead, help the other person overcome the fear of who you are and what is expected. Potential clients are much more likely to respond to you when they are not subjected to an immediate mini-presentation. This approach usually just creates suspicion and rejection.

So allow the conversation to have a natural sense of rhythm. Define mutual interest before launching into a description of your solution to a problem you probably know very little about at this point.

1. If you’re still caught up in the traditional mindset of making the sale, your voice and demeanor will be full of expectation. Although you may even be using the "asking questions strategy," you are really thinking about moving the conversation into the sales process. Others will subtly (or overtly) react to this expectation with resistance.

2. It’s perfectly fine to describe your product or service. However, you must introduce this at an appropriate time.

3. So be relaxed and low-key. Otherwise you risk introducing sales pressure immediately.

Rather than a presentation, you might begin with the question, "Hi, maybe you can help me out a second?"

The person will almost always respond by saying "Sure. How can I help you?" You’ve now diffused any immediate sales pressure. You’re being genuine and not using the canned phrases that every other salesperson is using. You’ve gotten rid of the usual initial pressure and tension that comes along with sales expectations.

When your expectations are released, others won’t feel you’re trying to lead them down the path to a sale. They are usually willing to examine along with you whether a business relationship might be good.

So there you have it. Release your expectations to avoid conveying a sense of sales pressure. Potential clients become more interested and involved as a result, and also much more truthful about where they stand.