The ability to influence customers to buy comes from enthusiasm. Top-notch sellers are enthusiastic, excited, and energized while selling their products and services. If there is no enthusiasm or little of it, your customers will feel the same way. They won’t be enthusiastic about your products and they won’t buy. Lack of enthusiasm is a key reason why a salesperson may have many opportunities and a nice pipeline, but yet none of their deals are closing.
To illustrate my point, here is an analogy: imagine being in an audience listening to a speech. The speaker is talking about something you are interested in, but as he speaks he shows no enthusiasm. No passion, no energy. He is monotone with his words and it feels like he knows his stuff but there is something missing. There’s just no heart in the words coming out of his mouth. The result? The speech ends and you found it “okay.” You soon forget much of what he said and the whole speaking event within a few hours. It wasn’t memorable, it didn’t impress you, and you have gone about your regular business.
The problem with the above: the speech did not move you. In Sales, you have to possess the ability to influence and move customers closer to purchasing your products. That comes from enthusiasm. Imagine if a salesperson is very much excited, passionate, and speaks with heightened enthusiasm about his products and how he can best serve his client’s needs. This enthusiasm is energy and the energy waves emitted will be received by the customer. The customer may not jump out of their chair with the same level of energy, but they will detect your enthusiasm and they will want to move ahead with you.
Work on your enthusiasm and if you think you have it, try selling to one of your peers. Better yet, record yourself and then watch the video. Don’t pay much attention to what you said, but do zero in on how you spoke and your level of energy and enthusiasm while saying the words you spoke. You will be amazed at what you find!
Influence your customers by being enthusiastic. Without enthusiasm, you will struggle to get to the top of your selling game.
Happy Selling!
-Patrick