Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn.
In selling you need a high level of energy and enthusiasm - not once in a while but on a regular basis. It's not about being phony, either. It's not artificial or "over the top" but genuine. The best sellers love what they do - we are like detectives working to understand how we can be of service to our future buyers. This is conveyed through our voice, our accomplishments, and deals coming to closure. We don't always love the boss we work for, but we are passionate about solving buyer issues and winning them over on our product and service solutions when it is a fit.
People say it all the time that you can "see" someone's smile through the phone - but do you really believe it?
TRY this for 1 week - smile more when you connect with anyone you come into contact with in the office, on the phone, and even digitally. A light-hearted seller will write a better email than someone who is stressed and feeling pressured or is just going through the motions until it's time to go home.
You need to be aware that potential buyers and future advocates can tell if they are just another dial or cookie-cutter email on your list. How they feel is very much influenced by how YOU communicate with them.
Show and Share Your Enthusiasm:
Here are areas you can demonstrate the passion for your career:
At your office:
do you come in with a smile on your face, ready to tackle the day (or week)? If you are down and bummed that it is Monday, or Tuesday, or Wednesday.....well.... it shows, and it affects not just you but those around you AND your future clients.
On the phone:
does each connection feel like the beginning of a new relationship? Are you like me and think that a stranger is just someone I don't know yet? Do you instead assume people won't have time or interest to speak with you? Understand that you need a multifaceted approach to reach potential buyers and future advocates / clients. Have the energy of someone who has just closed their biggest deal ever. Yea, be that person. It will show.
In your follow-up:
do you do what you say in the actions after a conversation? If you said you'd send a follow-up email, do you regularly do that? If you are always behind, always rushed, and just skip over what you tell people you'll do, a funny thing will happen. You'll feel stressed and pressured. This is the last thing you want as a professional seller. Create a system for everything. Start with the biggest issue that is causing you stress and find a system to make sure you are able to follow through. It will change how you see your career - I promise!
In your activity:
are you inspired to have one extra conversation today? How about five extra conversations? Why? Find what it is that motivates and inspires you. Put up a picture of that (new house, boat, family, etc) and that will give you the energy and passion to succeed. It comes from you and only you.
"There is no passion to be found playing small - in settling for life that is less than the one you are capable of living" - Nelson Mandela
What other ways can you show your energy, passion, and enthusiasm for your buyers and existing clients? Share your thoughts as it helps others. One idea can spark ten more.
Lori Richardson helps mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. She speaks at CEO groups on topics of sales growth. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Subscribe to the award-winning blog, follow her on Twitter
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