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, youre doomed.

People will find your eagerness a definite turn-off, or so were 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, wed start a call this way:

Hello, Im Shirley with Wehavetheanswerpublishing and weve been able to help companies like yours to build sales and cut costs, and Im 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, Im Shirley with Wehavetheanswerpublishing and weve been able to help companies like yours to build sales and cut costs, and Im 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. Theres a realistic tone to it.

Who knows if we can help you? I dont 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.

Lets say we get together--whats the worst thing that can happen? We like it, and we cant stay away from each other, we just cant leave each other alone. Then well have a real problem, wont we?

It worked like a charm.