posted: Friday, August 27, 2010

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Our customers are excited. They have saved their money for days, weeks, months, possibly even years to spend it with us (salespeople). The customers are filled with emotion, excitement, and anticipation, wanting to purchase what we have to sell. They have reached a milestone, they finally get their new computers, hot tubs, sporting equipment, jewelry, vacations or whatever, and they are bubbling over with desire.

That is, until they run into the typical stereotype of salespeople. You know the ones, they are walking around thinking how much they hate sales and the merchandise that they are hired to sell. They lost their enthusiasm for their profession and the goods that they sell. What caused them to lose their enthusiasm? I couldn’t possibly answer that question in a short one page memo. It could be training, supervision, incentives, rewards, goals, objectives, personality, or any one of many obstacles.

I do know that salespeople are in complete control of whether they are enthusiastic or completely lackadaisical when they make a presentation to a potential customer. Don’t let any outside factors contribute to your loss of enthusiasm and thus your success in sales. One element to success in sales is enthusiasm. If you aren’t enthusiastic you won’t be nearly as successful as you could be.

The key comes in sharing the enthusiasm for the merchandise with the customer. In a jewelry store, are you sharing the excitement when a customer comes in to look at an engagement ring, are you talking about the wedding, honeymoon, or how it will be presented? In a furniture store, are you sharing in the excitement of the remodeling? In sporting goods, are you sharing in the excitement of the sport?


FINAO - Brad Huisken

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