In a series of articles, I will discuss the word "connection" in terms of each individual letter. In this first part, I covered the letter V, which stands for asking questions. Now the letter E which stands for showing enthusiasm.
In the world of sales, it is no longer just about arguments, specifications or competitive prices. What really makes the difference? Sincere enthusiasm. Not played, not exaggerated, but real! Because who believes in his product and is happy with the contact with the customer, not only sells more... he also builds relationships that last. And thus, from his enthusiasm in the first sales conversation, the salesman builds a bridge to future orders.
Imagine two salespeople selling the exact same product. One does it dutifully and measured words, the other talks with fire and visibly believes in what he is offering. Who wins? Always the second.
Sincere enthusiasm exudes confidence. You thus influence the thinking of your customers. “If he believes in it like that, then it's worth it.” It makes your story believable, human and compelling.
An enthusiastic sales pitch is not a standard rant. It is a lively, energetic conversation in which you:
After all, people rarely buy on pure logic. They buy by feeling, and enthusiasm is the fuel of that feeling.
It's not just the product that counts; it's the personal contact with the customer that deserves enthusiasm. A salesperson who enjoys the conversation shows:
Through a personal approach you build trust. Through your questions you open the other person and give space for their needs, questions and doubts. With this you build a relationship.
Years back there was a commercial in which a car salesman paid attention to the customer's children in a very contrived way with the legendary words, “what nice children.” An obligatory number which expressed the so-called interest in the customer. Say: “everything for the order”. It should be clear that enthusiasm should really feel otherwise it is counterproductive.
A few tips to get that done:
When you are enthusiastic, you feel better, too. You gain energy, self-confidence and pleasure in your work. Clients notice that and you notice it in your results. Once a male client whispered to his wife, "Don't be so positive, dear, that will cost us money. My response was, please be enthusiastic lady because it is much nicer doing business with people who really feel like it. That applied to me as a salesman and that is also true from the salesman towards the customer.
People don't buy products, they buy energy!
In short, people buy not only what you sell, but especially how you convey it. So show that you feel like it. That you believe in what you do. And that you value your customer. Because sincere, warm, energetic salespeople make an impression and close orders more successfully.
