Professional salespeople are generally saddened that so many of their peers in sales need others (in fact – in the main- are dependent on others) to arouse and supply the enthusiasm that they need in order to be able to sell successfully. They depend on their Companies, their Sales Managers, other Salespeople and even their Friends and Families to propel them out of their doldrums into varying heights of enthusiasm.
What they don’t understand, is that you can’t sell successfully unless that enthusiasm is directed from within.
External enthusiasm is only temporary and is at best good for mediocre results. What these people need to do, is to learn how to generate their own enthusiasm. Fuel the fire that burns within so deeply that it ignites everything and everyone they come into contact with – in the same way professionals do.
Here are some hints:
- Learn all there is to learn about your product, what it’s made from and why.
- Believe it to be the best on the market. There has to be at least 10 points about your product that makes it stand out from the crowd.
- Learn some of the product benefits first hand from some of your product users. Let their enthusiasm rub off onto you – then use those clients as 3rd party referrals.
- Wherever possible, become a product user too. This way you can talk from first hand experience.
- Work out your products value for money. Do an analysis of how much your client could save if they were using alternative methods.
However, there is a trap here for the unsuspecting salesperson. Your Company has probably already provided all of this information and you have learned to mouth it off parrot fashioned. If this is the case STOP.
Most professionals take the company information and re-analyse, re-work and re-test whatever they can personally. Not that they disbelieve the company, but they know that they cannot be as convincing or as enthusiastic about the product with FIRST HAND EXPERIENCE. In turn, that first hand experience is the catalyst that fires their enthusiasm, builds their confidence and more importantly makes the prospect enthusiastic through their enthusiasm.
Enthusiasm sells. Enthusiasm sells you – that’s right. Enthusiasm sells the salesperson and enthusiasm is what sells the product. Enthusiasm is the catalyst that creates a genuine, sincere, and dedicated belief in the product. Enthusiasm conveys the red-hot burning desire to transmit this belief to your prospect so he or she can enjoy the many benefits your product has to offer them.
Enthusiasm is also the greatest power you have to move you to greater and greater accomplishments. And you must have enthusiasm within yourself before you can give it out or pass it on. And the secret is, when you’ve got it – everyone around you will have it also. Enthusiasm is the most contagious emotion known to mankind. And in selling – any professional will tell you – it is the salesperson who is enthusiastic about their product is the one that sells the most.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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