Every year or two a dating book arrives on the scene touting the idea that if you seem like you really want to go out with someone, you’re doomed.

People will find your eagerness a definite turn-off, or so we’re told.

So, what works? Instead of eagerness, you should play hard to get.

Can the same type of reverse psychology be effective in selling?

According to some contemporary sellers, negativity may be just the tonic for soothing your ailing sales numbers. But, how does it work?

Using a conventional, positive approach, we’d start a call this way:

“Hello, I’m Shirley with Wehavetheanswerpublishing and we’ve been able to help companies like yours to build sales and cut costs, and I’m confident we can be of assistance to you.”

Nice and upbeat, right?

Wrong, too upbeat, according to followers of the Dark Side in selling. They would have us do it this way:

“Hello, I’m Shirley with Wehavetheanswerpublishing and we’ve been able to help companies like yours to build sales and cut costs, and I’m not sure we can do the same for you, but it might be worth looking into.”

You have to admit, it has some offbeat appeal. There’s a realistic tone to it.

Who knows if we can help you? I don’t have a crystal ball! But we can give it a shot. No harm in trying, right?

I remember using a similar angle in college to snare reluctant dates.

“Let’s say we get together--what’s the worst thing that can happen? We like it, and we can’t stay away from each other, we just can’t leave each other alone. Then we’ll have a real problem, won’t we?”

It worked like a charm.

Dr. Gary S. Goodman, President of http://www.Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. A frequent guest on radio and television, worldwide, Gary’s programs are offered by UCLA Extension and by numerous universities, trade associations, and other organizations in the United States and abroad. Gary is headquartered in Glendale, California. He can be reached at (818) 243-7338 or at: gary@customersatisfaction.com

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