20 Desperate Things Salespeople Do That Kill Deals

The line between eager and desperate in sales is a thin one. You need to show enthusiasm and believe in what you‘re selling. But there‘s a point where that enthusiasm turns into neediness and desperation – and that‘s a major turn-off for prospects.

Desperation in sales manifests itself in many ways, from being too pushy to lacking confidence to bending over backwards to please a prospect. Salespeople often don‘t even realize they‘re giving off a desperate vibe in their quest to hit quota.

But prospects can smell desperation from a mile away. And once they catch a whiff, they‘ll run the other direction. Avoid these 20 behaviors that make you seem desperate and kill your chances of closing the deal:

1. Assuming Interest Too Early

Many reps make the mistake of assuming a prospect is interested in buying when they really aren‘t yet. They‘ll suggest a demo or start talking about pricing on the first call, when they should still be feeling out if there‘s even a fit.

Truly gauge the prospect‘s interest before getting ahead of yourself. Ask if solving the problems you‘ve uncovered is even a priority right now. You risk coming off as presumptuous and desperate if you move too fast.

2. Pressuring Prospects Into a Meeting

If you push too hard for a meeting, prospects will push back. Pressuring someone who clearly isn‘t interested won‘t magically change their mind – it will only make you look desperate.

When a prospect declines a meeting invitation, don‘t argue with them or try to convince them. Simply ask if it‘s a "not now" or a "not ever." If it‘s the latter, move on. If they‘re just busy, stay on their radar in a helpful, non-desperate way until they‘re ready.

3. Highlighting Your Solution Prematurely

Desperate reps are quick to say "We can help with that!" the moment a prospect mentions a problem. But this salesy approach can backfire.

Instead, ask probing questions to help prospects realize the impact of those problems themselves. When you tell relevant stories about similar situations, they‘ll connect the dots. Let them sell themselves rather than jumping in with your pitch prematurely.

4. Making One-Off Promises Outside of Normal Terms

Bending the rules and making special side agreements reeks of desperation. Maybe it‘s extra onboarding help, a one-time discount, or early access to beta features.

Whatever it is, one-off promises set a bad precedent that this client gets special treatment. It may get the deal done, but it often leads to a high-maintenance customer with unrealistic expectations. Stick to your normal terms.

5. Relying on Ultimatums and Threats

Ultimatums and "buy now or else" threats are the last resort of a truly desperate rep. Trying to create a false sense of urgency with "limited time" offers or guilt trips won‘t work. Today‘s buyers are too savvy for these transparent tactics.

Even if it‘s the end of the month and you need this sale to hit quota, avoid any semblance of an ultimatum. It will only cast you in a negative light and make the prospect even more hesitant to buy from you.

6. Letting Desperation Creep Into Your Voice

Sometimes desperation shows up not in what you say, but how you say it. If nerves or neediness are detectable in your voice, prospects will be put off.

Record your sales calls and listen back to your tone. Do you sound calm and confident or anxious and unsure? Work on speaking with relaxed authority no matter how much pressure you‘re under to make the sale.

7. Being Overly Accommodating

There‘s a fine line between good customer service and being a pushover. Bending over backwards to please a demanding prospect‘s every whim makes you look desperate for their business.

Don‘t say yes to unreasonable requests just to avoid rocking the boat. Have confidence in the value you provide. Be accommodating within reason, but don‘t act subservient. You can still provide great service with healthy boundaries.

8. Refusing to Take a Hint

Not every prospect is going to be interested, no matter what you do. If someone doesn‘t respond after multiple follow-ups, take the hint that it‘s not a good fit.

Continuing to email and call incessantly won‘t wear them down – it will just annoy them and make you look desperate. Know when to call it quits and focus your energy on other opportunities.

9. Offering Unsolicited Opinions

Desperate reps are quick to offer their opinion on everything, even when it‘s not asked for. They think agreeing with everything the prospect says will win them over. In reality, it just makes them seem insincere.

Don‘t chime in with an unsolicited opinion just to validate the prospect‘s thoughts. Ask thoughtful questions, but let them share their perspective without always adding your two cents.

10. Giving Discounts Prematurely

Discounting right off the bat devalues your product and makes you seem desperate for a quick sale at any cost. Only bring up discounts and promotional pricing after you‘ve clearly demonstrated the full value of your offering.

If you lead with a discount, the prospect will anchor to that lower price. They‘ll be hesitant to ever pay full price and will constantly expect sales and incentives. Establish value before negotiating price.

11. Bombarding Prospects With Messages

A little persistence is good, but bombarding an unresponsive prospect with daily emails and calls is desperate. No response doesn‘t always mean "not interested." But it rarely means "keep contacting me until I answer."

Find a respectful cadence that keeps you top of mind without overwhelming their inbox. Provide helpful resources, not constant pleas for their attention. If you don‘t hear back after 5-7 quality touches, move on.

12. Overpromising and Underdelivering

In their eagerness to close a deal, desperate reps often overpromise what their product can do. They‘ll agree to unrealistic timelines, hint at unavailable features, or guarantee certain results just to get a signature.

But inflating expectations always backfires in the end when you can‘t deliver. Only promise what you‘re fully confident you can provide to every client. Better to underpromise and overdeliver.

13. Name Dropping Other Clients

Desperate reps love to name drop well-known clients and make it seem like they‘re in danger of missing out if they don‘t act now. "You know, your competitor just signed a big contract with us. You don‘t want to fall behind them, do you?"

Most prospects will see right through this manufactured urgency. It comes off as a cheap sales tactic, not a compelling event. Only reference other clients if it‘s relevant to the prospect‘s situation.

14. Grossly Exaggerating the Prospect‘s Problem

Reps will often try to amp up a prospect‘s problem to make it seem more dire than it is. "If you don‘t solve this issue RIGHT NOW, you‘re putting your whole business at risk! The sky is falling!"

Prospects don‘t appreciate this alarmist exaggeration. Most are well aware of the extent of their problems. Speak to the realistic impact and urgency of their situation without blowing it out of proportion.

15. Guilting Prospects About Not Buying

If a prospect decides not to buy, desperate reps sometimes resort to guilt trips to change their mind. "But we spent so much time working on this together! I thought you were serious about fixing this problem. What happened?"

This emotionally manipulative approach will only breed resentment and push the prospect farther away. Respect their decision and leave the door open without making them feel guilty.

16. Clumsy Social Selling

Social selling can be a great way to build relationships with prospects. But desperate reps take it too far and come off as creepy stalkers.

Liking every single post, commenting on everything they share, or sending a barrage of DMs is not social selling – it‘s social desperation. Be selective and only engage when you have something valuable to add to the conversation.

17. Making It All About You

A desperate rep‘s favorite subject is themselves. They go on and on about their company history, product features, and personal accomplishments. Meanwhile, the prospect is bored to tears.

The most successful salespeople make it all about the prospect. They ask insightful questions, listen intently, and keep the focus on the buyer‘s needs. Save your company story for when it‘s relevant to their situation.

18. Immediately Comparing Yourself to Competitors

At the first chance they get, desperate reps will start bashing the competition and claiming superiority on every front. "Oh, you‘re looking at them too? Let me tell you why we‘re so much better in every way!"

This defensive posture is a red flag to prospects. If you‘re really that good, they should be able to see the difference themselves. Only bring up competitors when asked, and even then, focus on your unique value.

19. Stretching the Truth

Little white lies are a big temptation for desperate reps. Fudging details about features, exaggerating results, or claiming limited availability to create urgency. They hope the prospect won‘t notice or that it won‘t matter after they sign.

But even small untruths erode trust quickly if a prospect catches on. And they destroy credibility if exposed after the sale. Always be fully honest, even if it means a deal takes longer or falls through.

20. Giving Up Too Easily

Some reps go to the other extreme and give up after the slightest pushback. They don‘t want to seem desperate, so they aren‘t persistent at all. But this can be just as bad as the behaviors above.

Confident reps find a healthy middle ground. They respectfully stand their ground and continue providing value, without crossing the line into desperation. This persistence, properly channeled, is what ultimately wins deals.

Keep these behaviors in check, and you‘ll stay on the right side of eager without veering into desperate. Focus on serving, not selling. Make it about their needs, not yours. And always provide value with confidence, not neediness.