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You'd
be amazed how many salespeople I meet who aren't passionate and
enthusiastic about what their product or company does - or even
themselves most of the time!
Yet,
those same salespeople complain that their prospects don't seem
interested in them and what they have to offer! Usually when
they go back to the office and their Sales Manager asks them
"How did you get on at xyz appointment" they'll say something
like "Oh, they weren't ready to buy at the moment" or "they
didn't have the budget" or some other similar excuse.
Bored, tired and dejected those same salespeople trudge from
appointment to appointment or sales call to sales call without
ever stopping to think that they might be the cause of the
client's indifference!
Let's
think for a moment. Who would you rather buy from - someone who
shows genuine enthusiasm and passion for what they do, or
someone who looks and sounds bored, tired and disinterested?
It's
not a hard decision to make, is it? Yet still those same
salespeople go about their sales duties (and I use the term very
loosely!) seemingly oblivious to what's going on, until either
some "event" happens that shocks their system (usually a meeting
with their sales manager) or they're "out on their ear" - only
to ply their trade in another sales job doing a similar thing
and getting similar results.
And
if we want our clients to be passionate, enthusiastic and
interested in what we have to offer, who has to be passionate,
enthusiastic and interested first? That's right, we do!
This will come across when we talk about our product (voice tone
is even more important when on the phone), when asked why it is
a better choice than a competitive product (make sure you're not
directly knocking the competition) and in the crucial first few
seconds of a sales interaction. This is an area that most
salespeople ignore to their own cost!
So let me ask you a question - how often are you consistently
passionate, enthusiastic and interested when discussing your
product or service? Do you still sound like that if you're
affected by the weather when you're driving to the appointment?
Traffic congestion? Parking issues? When you're feeling
tired? When you've just had a bad phone call or email? At the
end of a long day? Lots of things can affect how passionate and
enthusiastic we feel, but the more that you can lessen the
extent, the better your sales will be!
Andy's Top Tips for Being Passionate and Enthusiastic
Passion and Enthusiasm Has to Come From Yourself First!
Think
about your favourite bits of your product or service or how
you've helped clients in the past. Remember times when you've
really helped clients and made a difference.
Be Genuinely
Interested
Take
a genuine interest in your clients and what they need before
starting to pitch your product or service. Ask questions about
what challenges they have and what solutions they're looking for
to get your suggestions viewed in the best possible light.
Take Time To
Mentally "Re-Set" Yourself
In
between sales meetings, or a bad phone call or email, make sure
you mentally "re-set" yourself and your passion and enthusiasm.
This will help ensure the next person you meet or talk to gets
the best viewpoint of your product or service, not a "below-par"
performance.
Next,
in the last of this 5 week series, Andy looks at the attribute
of organisation.
To find out more about Andy or to discuss any
aspect of improving sales performance you can contact him on
+44 845 130 6779 or visit
www.outstanding-results.co.uk
Part 1:
Confidence
Part 2:
Self Motivation
Part 3:
Knowledge
Part 4:
Passion and Enthusiasm
Part 5:
Organising
Yourself
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