Jarret took charge, giving a stand-up presentation that identified their needs, discussed how they would be met by the execution platform, referenced other clients that had solved similar problems, and explained how the system would work for them. He did this with such enthusiasm and conviction that the technology company left happy that they had found the strategy tool, and wanted to team up on their critical project.
Does enthusiasm help selling? Seeing Jarret will remind you how important it is and how it's almost disappeared from many sales reps' skill sets. Where has all the enthusiasm gone? Has our work environment become such a pressure cooker that we've stripped it of excitement? Are our goals so difficult to achieve that we have no room to overachieve?
Have prospects become so analytical in decision making that nothing but price matters? As our products age, we lose a little excitement with each demonstration. Losing sales also mellows our enthusiasm. If we are not enthusiastic about our products when we show them to customers, how do we expect clients to get enthusiastic enough to buy them? Is enthusiasm an important part of your business? It might be a good time for a checkup. Start by looking at simple things in your office—begin at the front door.
And they will choose you over the competition every single time. Even if your prices are higher. Your customers will thank you with their money. Submit a Comment Cancel reply Your email address will not be published. Comment Name Email Website.
Join the conversation below and learn more about Charlotte! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: or Email: [email protected]. Charlotte is Global Head of Partnerships for Investment Monitor, part of Global Data, she helps states, regions, and cities to embrace digital tools and work better and smarter. She has a wealth of experience spanning almost 15 years in the economic development landscape and has visited over 70 countries to help locations tell their story and excel at marketing their locations to drive economic prosperity, create jobs and growth.
Here she is:. Charlotte Lloyd: How important do you think your attitude is to the sale? Projecting an enthusiastic personality isn't just about making a good pitch. More specifically, you can use your own demeanour to have an overwhelming impact on your client's mood.
An upbeat attitude will filter into their decision making and could well influence the possibility of making a sale. This most advanced of sales skills is known in the world of psychology as mirroring. It's well documented that people have a tendency to assume the traits of those in their company. Top real estate agents make use of this psychological phenomenon as one of their primary selling skills.
To get the most from your enthusiasm, think about how you combine it with your other salesperson skills. Building rapport should be at the top of your list, as a good relationship is an essential foundation for almost every sales technique.
Think of it like this: your clients are more likely to feed off your emotions if they have faith in you. Just seeing that you're excited about a property may not be enough if your clients don't value your judgement. Take the time to build up trust with well-researched facts and figures, helpful suggestions and a tailored approach, then ramp up your enthusiasm to bring prospective buyers on board.
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