A flat presentation is a -0- sale.
If you do not have conviction in your voice, when you
tell your customers about your product or service;
they may not get the point even if its true.
Remember sales is about communicating value. It is not
just you knowing the value but getting across to your customer.
Just because you “get it” does not mean your customer “gets it.”
One thing is for sure though, if your customer does not believe
that you get it, you will never convince him or her, about it. Tell
your facts with passionate conviction. Your customers will
retain more and you will sell more.
I have trained many salesmen that outsold others just because
of enthusiasm. Beginners luck, usually is not luck. It is just that the
customer senses more genuineness in the rookie salesmen.
Remember people buy you, before they buy your service or product.
How do you increase the passion, intensity and persuasion of
your sales pitch. Here are some suggestions.
– Get a recorder. Listen to your own presentation. How does it
sound to you? Get another opinion. Re-record your presentation
after practice. Does it sound more compelling and convincing?
– Ask yourself, would I have bought from me based on my
presentation. How would I want a salesman to treat me differently
than I treated my customer?
– When you tell someone about your favorite team, do you
have a difficult time being excited about it. Of course not. Get
that excited about your product. Your customers will sense
that you are genuinely impressed with what you are selling and
will be 10 times more likely to buy from you.
– Did you believe what you were saying or did it come across
as a line? What could you do to make yourself more believable
to the customer?
– Find someone and practice who will listen and critique you.
Not comfortable but it will make you better.
– Practice in the mirror. Do you like what you saw. Would you
buy from you. Make the image in the mirror sell you and you
will find it 10 times as easy to sell your prospect.
– Were you really interested in your customer. No one wants
to buy from someone who is not interested in them. Part of
your passion must be pleasantness. People like to be liked.
Did you go out of your way to be concerned about the
– Treat every customer as the only one. That is the truth.
The customer must be paramount in your mind or they
will go somewhere that they believe better serves their needs.
– Write down 1 thing in the morning that will make your
presentations stronger. Work on that 1 thing, until you improve
with every customer.
– Make the sale a matter of personal pride. The customer
can sense when he is no more than a dollar bill in your eyes. Get
the same gratification from a sale that a batter gets from a
home run. It is not just the money. It is the satisfaction that will
keep you hot in the sales game. And your customers will sense
this satisfaction and recommend to their neighbors that they
buy from you, because it is so obvious that you believe in what
you are doing.
Passion is “a powerful or compelling feeling.” When you put
more energy into your sales efforts; you will get more results out
Tomorrow we will add a match to the fuel of presenting with
passion and get better at active listening. Get ready to improve
your sales! Tune in tomorrow for more solid ideas on how.