The Passion to Sell
Salespeople are expected to be many things. Fearless, driven, motivated, determined and persuasive to name a few. But all that can amount to nothing if you do not have a product you are proud of, and a business you are passionate about. Passion is not something that has a measurable ROI; but it is the driving force behind sales. Marketers can gloss over a product, talk about it at length and make it appear appealing; but only a salesperson can exude real passion for a product.
If you are not going to be passionate about your product, then no one is. Your prospect is looking for a solution. You need them to choose your solution. They have plenty of other options to choose from. You need to do more than just sell the benefits. You need to get them interested in and enthusiastic about your product or service; and this can only happen if you demonstrate a level of energy and enthusiasm yourself. If you seem deadpan or unsure about what you are selling, your prospects will notice, and they will not be ready to invest in you. Passionate salespeople are not only able to close more deals, but are also able to create more profitable long-term relationships.
Here’s one truth about passion: it is not whipped out as a sales tool in any and every situation because it cannot be. You cannot buy it in a self-help kit or summon it when you need it most. It cannot be manufactured. You need to genuinely feel passion for your product and your job- it cannot be faked. It all comes from identifying that aspect of the product or process which you love. You are representing your company and product to the world. What makes you most excited to be a part of it? When you sell your brand story, position those pointers in a way that will appeal to the customer. When you talk about what you believe in, you will come across as more sincere. Focusing on the high points also cuts out any negativity.
If you like what you are selling and do so with energy and enthusiasm, your sales will automatically increase. Your prospects will remember you as the firebrand who got them excited about the product they can’t do without now. Passionate salespeople bring in passionate clients- and the happier the client, the longer the association.