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Are you compelled to
succeed?
It is often passion that compels a salesperson to
communicate, with total convicton and belief, the specific attributes of their
product. It is passion that allows a salesperson to really care and listen to
the concerns of their customers. It is passion that allows any challenge or
hurdle, to be overcome.
This old adage is certainly true of selling -
'People don't care how much you know until they know how much you
care'.
Think about it - when a customer notices someone looking and
sounding excited when discussing a product, the unconscious mind is saying,
'There must be something in this. Why would someone be so passionate about
something that wasn't good?' The unconscious mind is a powerful force and will
often make a decision long before the conscious mind has taken in all the
logical information to support such a decision.
How Passionate are you?
Can you put your hand on your heart and say 'I really do believe that this
product is the very best a customer can choose?' How honest was your answer -
50%, 70% or 100%?
Do you enjoy convincing customers to use your
product? Does it hurt when you know you haven't succeeded in gaining their
commitment? Do you relish all discussion with customers about your product? Do
you derive personal satisfaction when your see your sales grow? Do you mean
what you say and say what you mean? Do you get out of bed in the morning
excited about the day ahead?
If the answer was 100%, and yes, to all the
above, then it is likely that your passion will compel you to succeed. Such an
attitude is evident in all top performers.
How to rediscover your Passion
What if you didn't answer yes to all the above questions and feel that
more passion is needed in your working life? Here is where you can really make
an impact on your performance.
Some would argue that in our culture it
is unusual to feel good about work or to portray the appearance of enjoyment
during our working day. People often look at me strangely when I say that I
really enjoy the work I do, but why not? This is where we spend so much of our
time. Work has the potential to cause high levels of stress and unhappiness.
Putting passion back into work can reduce stress and also put more balance back
in our lives. The ability to relax and enjoy work is of great importance.
"When you love what you do, you will never work another day in your
life."
- Confucious
When was the last time that you felt excited
by work? Take a moment to remember that feeling and allow yourself a chance to
relive that experience in your mind until you start to get those feelings
again. Think about what you need to do tomorrow to allow those feelings to
surface again. What difference would it make to your life if you felt like this
most days?
What about your product - do you genuinely believe in it? If
not, consider all the positive aspects of your product. Remind yourself of the
benefits to the patient and of the difference it could make to their lives?
What about your customers? What are the good things they tell you about your
product when prompted for feedback? What about you? How much belief do you have
in yourself? It still surprises me how people limit their own happiness or
success by a lack of self-belief.
Recent years have witnessed exciting
advances in our understanding of human achievement and of new training systems
that positively impact the heart, as well as the mind, of sales
professionals.
If your sales results are falling short of the mark and
you have been searching for that magic ingredient, try adding an element of
passion to your selling day. When you do, you will find a spring in your step,
a new energy in your presentations and a zest that will carry you through the
unavoidable challenges of the day. Your outward appearance will convey
sincerity, confidence and self-belief. As a result, your customers will listen
through new ears, primed and compelled by this new found passion. Their mind
will be opened to you and focused on the benefits that your product can offer
them and their patients.
We wish you a passionate, rewarding and
succesful selling day.
About the author
Katerina
Rose is a Training Consultant working with forward-looking sales teams who want
to achieve greater success. She formed Inspire Development and is a qualified
Business and Master Practitioner of NLP. For further information
click here
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