Are You Convinced of What You’re Selling
One of the most common reasons why salespeople do not close as many sales as they should, is that many do not have full conviction in their product or service, and in turn cannot radiate that conviction to their prospect’s. In other words, they cannot become enthusiastic about a product or service they themselves are not already effervescent about.
The main reasons for this are . . .
- sheer laziness;
- wanting to take the easy way out; or
- living in a self imposed mental recluse believing it will work itself out
- in the long run – but it never does.
Because of this, they simply will not take the time or effort to learn all they have to know about what they are selling, in order to sell it successfully.
But, as with everything else presented in this book, the answer is a simple one. All that is required is a small degree of professionalism.
Rather than just turning up for work . . .
- because you have to; or
- because your pay packet supports a better life-style on the weekends; or even
- because it helps pay the bills
. . . simply take an interest in what you do for a living; take an interest in the company, its products, its people, its marketing plan and its management; then take an interest in the opposition; and most of all, an interest in the reasons why a prospect would even want to consider your product or service.
If this extremely simple prescription is carried out in even a round-about fashion, sales will increase overnight, because that newly found interest will breed enthusiasm, and enthusiasm will radiate your newly acquired conviction in your product or service, to your prospect.
But you say you already take an interest in most of the things mentioned. Then take more interest. Believe more in all you are doing, until you can honestly believe you are selling the best valued product, at the price, on the market today. Then once you have made an appointment, believe your prospect has already bought from you – even before you make the call. Remember, buying is only the physical action prior to ownership. The seller is there to help the prospect make that decision.
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