Enthusiasm for Every Prospect
By Debbie Allen, All
The key to your sales
success is to raise your own energy and enthusiasm; when you do, people
will automatically be attracted to you and what you have to offer.
Enthusiasm and energy attracts!
You have a tremendous
responsibility to your organization to always be ON. When you step on to
a sales floor or walk into a sales meeting, you are on stage. Just as an
actor walks onto a stage, you need to be ON every time your audience is
watching you. Your customers are your audience. They always can tell if
you are ON or just acting the part. Your attitude, energy, and enthusiasm
play out your results. Make every effort to be ON during every moment you
actually communicate with your potential customers.
So how do you get ON
when you’re feeling OFF? If you find yourself in a slump, it’s a pretty
good bet that you put yourself there on your own. Therefore, you can move
out of that slump on your own too.
Emotion is created in
the sale by your enthusiasm for what it is you’re selling. Enthusiasm is
contagious and your positive emotion will be transformed to the prospect.
Selling is and always will be a conveyance of feeling. If you can get the
prospect to feel the same way about your product as you do, they’ll buy
it. Greater passion and enthusiasm leads to greater sales–it’s that
simple. You express your passion and enthusiasm by the intensity of your
voice, your body language, and your facial expressions. Be aware of these
things, and use them as another tool to create more sales.
Effective selling is
about creating emotion and ownership in your customer’s mind first.
How can you create
energy, enthusiasm, and optimism as needed on demand? You create it by
building vividly imagined, meaningful, exciting, and worthwhile goals.
Before going to sleep at night, line up the resources, thoughts, ideas,
know-how, and confidence you need. You have every reason and right to
anticipate successful results.
The belief you have in
your product, service, and pricing and in yourself is what creates
enthusiasm. The deeper your belief, the more you believe that what you
have is the very best, the greater and more genuine your enthusiasm. When
you present yourself as relaxed, energetic, and confident, your prospects
feel that security too. It enhances trust and makes decision-making
Motivate yourself to
ACTION. Get moving and find something to get excited about everyday. All
motivation is really self-motivation. So get motivated! What motivates
you? Are you motivated by reading self-help books, by attending a great
seminar, or simply by calling a friend or family member who brings you
back to reality?
Make Optimism a Habit.
Optimism is massively misunderstood. Most people believe incorrectly
that being optimistic means always feeling cheerful, happy, and
“positive,” never acknowledging adversity, problems, or setbacks. This
sets up an impossible standard. Certainly, no human can go through life
having only positive experiences, no salesperson can go through life
without experiencing set-backs.
Why develop optimism
as a habit? Because negative habits of blaming undesirable experiences or
outcomes actually can make you physically sick. Pessimistic feelings or a
poor me attitude create the same ill behavior. On the other hand,
when you develop the habit of optimistic thoughts and responses, you might
not only enhance your emotional well-being, you also might enhance your
If you don’t enjoy
dealing with people and helping them to discover solutions to their
problems, then selling is not for you. Your attitude determines your
outcome everyday in sales.
Create “I CAN DO IT”
optimism habits. You can be inspired and motivated to seek new
opportunities, to correct your course, and to rise above any sales
frustration. You make this choice. No one makes it for you. Follow
these four steps to develop optimistic habits.
Four Steps to
Developing Optimistic Habits:
Care about something
passionately and make it part of your everyday life. What inspires you,
motivates you, and makes you happiest?
Get excited about
what you are selling and share with sincere enthusiasm. Feel the joy
and the difference you make by offering value to your customers.
Enjoy life to the
max and create a life balance that brings you peace and tranquility.
Relieve stress by spending time in nature or through daily
See life as a kid
would see it. Keep on learning, growing, and enjoying.
Enthusiasm can give
you the energy you need to take action. It motivates everyone around
you–your sales team, your organization, your customers, and your business
associates. Enthusiasm often can carry you far beyond any talent or skill
you may be lacking because enthusiasm is contagious. It shows that
you are exciting and open to learning more. It is a sincere positive
attitude flowing out of you. Others naturally gravitate to this kind of
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Allen is one of the world’s leading authorities on sales and marketing.
She is the author of five books including
Confessions of Shameless Self Promoters
and Skyrocketing Sales.
Debbie has helped thousands of people around the world attract customers
like crazy with her innovative, no-cost marketing strategies and secrets
to sales success. Her expertise has been featured in
Selling Power and
Sales & Marketing Excellence.
Sign up for her FREE 6-week e-Course
Business Success Secrets Revealed ($97 value) and take the
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