Action

If you really need the business, imagine you don’t.

Explanation

'Desperate' is the interpretation. Your prospects listen to your emotional state, even if they don’t know they are. Everyone has an innate ability to read another’s feelings and intent. Tone, pace, volume, intonation and inflection give away how you feel. What message do you get when a sales person presses a little too hard or seems over eager to please? How do you react? If you back off a little, sales people try even harder, which has the opposite of the desired effect.

Method

Recall how you felt the last time you were ahead of target. Remember the circumstance. Visualise your expression. Hear the things you said and the way you said them. Change your state of mind. Do it comprehensively. Revel in the feelings you experienced then. Now speak with your prospect. 

Result

You will sound relaxed and confident. Your prospect will draw confidence and reassurance from your voice and demeanour.