Sales Mastery: Enthusiasm Is Contagious:
…..Ensure they catch yours.
“For every sale, you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” – Zig Ziglar.
Provided that it is not overdone, I think enthusiasm is absolutely contagious in the selling environment. How many times have you been in to buy something at a shop, been met with an enthusiastic shop assistant, and then left with far more than you ever intended to get?
Enthusiasm shows in your voice, on your face and in your actions, it is essential for sales mastery. Seldom does anyone make a purchase of some value from a salesperson that is apathetic. Look in the mirror or have a look around the group and see how enthusiastic everybody is.
One problem with enthusiasm in selling is that there is a very fine line between being enthusiastic and talking too much. The talkers always mistake telling for selling.
When meeting with clients, enthusiastic salespeople like a more informal style, the same approach used when having a chat with a good friend. For sales mastery salespeople, this is the most effective way. The style allows the salesperson‘s personality to lead the conversation along by asking the right questions and, therefore, keeping control.
Often you will sit in silence, while they give you an in-depth answer to your question. Never let enthusiasm revoke your ability to listen, know when to bottle it.
We have two ears and one mouth so using them in that proportion will enhance your sales potential. Try to practice your ability to simply pause and wait for them to answer the question because this process draws the best out of people. We often find that enthusiasm disappears in tough times and if left that way it can be the end of a salesperson.
My team had reason to be invited to talk to a corporate radio station owner, and after quite a lengthy discussion and analysis of their needs, we all concluded that, his team urgently needed a burst of good old sales enthusiasm. That might surprise you from an industry that outwardly seems to be pretty pumped up. We took the problem back to our team and then put a proposal forward with a solution to boost enthusiasm. They are a vibrant, fun, full on business so we included a few off the wall ideas to emulate that brand and business model.
We wanted them to all realize whilst things seemed down that we would soon rectify the situation and help them back, to number one, sometimes which may only need to be one percentage rating point. So the theme of our Sales Training Boot Camp proposal was the sales team has a bad temporary case of the ‘sales flu’ and they needed a few days of ‘sales and enthusiasm hospital’ to restore them to full health. The radio station owner agreed to donate to the local ambulance service, and he bartered some time with a limousine company.
The look on their faces when the entire sales team was collected on the Monday morning in ambulances, and after a couple of days away at a nice, secluded conference retreat about an hour out of the city in beautiful tranquil, bush land was priceless. We had them taken home in private limousines, and they were all feeling well recuperated and inspired like multimillionaires. That had been the focus for the weekend – The Extra $1 million Sales Campaign.
They achieved that goal easily over the next ratings period and had fun doing it. The limousine drivers picked up some well positioned clients work from the bartered, radio time and the ambulance people were very pleased with their generous contribution, so that was a win-win-win all around. You win, the client wins and I win is a great doctrine that champion salespeople who know all about sales mastery and champion sales teams enjoy.
What habits might you improve, to gain sales mastery?
Any salesperson carrying out sales calls every single day, must show genuine interest and sales enthusiasm or the consequences may just be no sales at whatsoever. For sales mastery, please send me an enthusiastic Sales Rep any time as they can make a whole room light up with their presence, which is far better than the whole room lighting up with the lackluster salespersons leaving.
Prospective clients expect enthusiasm from every salesperson, in the retail sales environment they demand it or protest with their feet never to return. When asking questions never quit too soon, delve a lot deeper and see how much further you can help the prospect solve their particular problem or need.
Perhaps consider new ways to sales mastery:
Switch from believing that the world owes you a living, into thinking how you can contribute to other people’s lives and businesses to make them more profitable.
Consider the consequences of people missing out on the benefits of your solution and challenge your prospects to agree.
Enthusiastically and sincerely, convey your sales message.
Keep up the enthusiasm and sales mastery is yours for the taking.