If you do the discovery phase of the sales call properly, the prospect will be opening up and divulging his or her personal problems with the business issue under discussion. If you get excited at this stage of the process, you will turn off your prospect. It will raise doubts about your motivation, possibly expose your self-interest, and believe your claim to just be there to help them. You should adopt the demeanor of a doctor in the diagnosis phase of a health checkup. You would be disconcerted, to say the least, if the doctor excitedly announced that you had a rare disease and she was thrilled to have the chance to work on you since it was very lucrative for her and very interesting and she might even get a research paper out of it. Have your excitement for after you leave the prospects’s office.
