Why do we do it? We get so excited and worked up over a potential client or candidate. It is very easy to fall into the trap that "this is the big one." And then the phone doesn't ring. Calls aren't returned. It is a classic case of putting the cart before the horse... or is that the horse before the cart? Neither one really makes sense. I guess it is something to say, right?

Anyway, the excitement that a potential sale or placement brings to us sometimes supersedes our ability to think clearly and rationally, thus reducing our ability to recognize that this is merely a baby step in a process that typically takes many steps. Getting voice-to-voice with a contact and having that voice actually engage is very exciting and can incite an amazing rush of, not only adrenalin, but also confidence and ability to close. But a too-soon close can kill a deal faster than bad breath.

We work in a world, in an environment, where timing is everything. And unfortunately, we are watched very closely, watched by our peers, our employers, our employees, potential customers and clients, current customers and clients and some, by competitors. Understanding that the right word said at the right time is critical, just as critical as the wrong word at the wrong time. Of course, one outcome is far better than the other. But awareness that both exist is vital.

I remember watching my first recruiting mentor talk a client through a call, whether it was selling a search or selling a candidate, his enthusiasm and passion created a mini-tornado in our office. He walked, no - he paced, with his headset on, driving the conversation in the direction he wanted and you could actually see, in his demeanor, when the deal had swung his way. He stood straighter, stopped pacing a bit, hands grew emphatic in gesture yet his voice never changed, not in rhythm, not in tone. After the call, he practically threw his headset down on his desk while spewing a few choice words. And this happened whether the deal went his way or not.

His enthusiasm was contagious and it was very easy to play off that momentum and increase outbound calls or the length of time on those outbound calls, based solely on his performance. Remaining calm and cool and collected: not always an easy task when sales or placement opportunities line your way. That enthusiasm needs to spur excitement and passion for a project, not disorient or cause confusion. It's a fine line.

© by rayannethorn

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Great post Rayanne.

I think the key is to not sound like a kid on Christmas morning each time something exciting happens. I personally celebrate each new job order, every qualified candidate that hits my desk - and every good thing that happens in my day-to-day work. I fear losing that enthusiasm at times - but it's not happened yet.

So is getting incredibly excited about the possibility of things to come OK? You bet it is. Just try to keep it to yourself......
Everyone at my work get's all excited, screaming, yelling, patting themselves on the back when they get someone hired-- and it's not like I don't appreciate it sometimes-- but it's like "Dude-- it's your job! It's not like you just closed a deal with Nestle or something." It's as if our office secretary yelled and screamed every time she finished filing candidate folders-- or ran back and high-fived every time she put mail in the mailbox. Yeesh--- get over yourself-- this isn't brain surgery, for God's sake!

Phrases to always have in your back pocket when it comes to sales-- people hate when conversations are left open-ended:

1. "So, are we ready to move forward on this?"

2. "Fair Enough" sounds cliche but works.

3. "Do we have a deal?" Don't ask, don't get.

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