People can tell when you're enjoying what you do, and they can tell when you're not into your job. How does your customer know? These are the three impressions you must give off when with a prospect or customer:
1. I'm glad to be here.
2. I know what I'm talking about.
3. I love what I'm doing.
Work is not a punishment for not being born rich. It is critical you find joy in your sales job. The great author Elbert Hubbard put it this way: "Get happiness out of your work, or you may never know what happiness is."
Not only that, if you don't have passion for what you're selling, the prospect won't either. So working on your belief and attitude is critical for sales success.
The following exercise will help you identify what you love about your sales job. Once you have discovered what you love, share it with your customers.
For example, you could say, "One of the things I love about my job is to see customers discover something in life that they would have never experienced without me."
It is energizing to focus on the good things about what you do. When you are glad to be there, your customer may be glad you are there too.
1. One of the most exciting things I'm doing today is…
2. I really love this work when…
3. The best thing a customer ever told me about owning our products is…
4. I began selling African products because…
5. The reason I'm doing this -- besides the money -- is that it gives me the opportunity to…
Keep your customers interest at the forefront.
As you complete those sentences, you develop your own sense of what is important about your job, and you discover some things to share with your customers. Whether you make the sale or not, one of the impressions you want to leave with a person is: "That person really loves what he is doing."
When you're at your very best in sales, you are happy. You feel important. You get great satisfaction. If you're not getting great satisfaction from your work, customers will know. It's the impression they get. They will wonder why you're not enjoying your work -- maybe your product is bad. People will wonder if they would be better off with something else.
So remind yourself what makes what you do so exciting. You will have more money and more success a month from now than you will if you don't.
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