“Building rapport should be at the top of your list, as a good relationship is an essential foundation for almost every sales technique.” – Charlotte Lloyd in today’s Tip 978
How important do you think your attitude is in sales?
Join the conversation below and learn more about Charlotte!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Charlotte Lloyd. Charlotte is Global Head of Partnerships for Investment Monitor, part of Global Data, she helps states, regions, and cities to embrace digital tools and work better and smarter. She has a wealth of experience spanning almost 15 years in the economic development landscape and has visited over 70 countries to help locations tell their story and excel at marketing their locations to drive economic prosperity, create jobs and growth. Here she is:
Charlotte Lloyd: How important do you think your attitude is to the sale? It`s not just about a positive attitude alone. I’m talking about bringing a presence that’s fired up with enthusiasm and passion for what you do. It’s having the physical and mental energy to keep on going after many people would give up and throw in the towel. It’s how you move, how you approach another person, it’s in your real or digital handshake, and how you stand and face the person. Your energy can make or break the sales call. Projecting an enthusiastic personality isn’t just about making a good pitch. More specifically, you can use your own demeanor to have an overwhelming impact on your client’s mood. An upbeat attitude will filter into their decision-making and could well influence the possibility of making a sale. Remember to build rapport – to get the most from your enthusiasm, think about how you combine it with your other salesperson skills. Building rapport should be at the top of your list, as a good relationship is an essential foundation for almost every sales technique.
Energy is enthusiasm. Without understanding how enthusiasm affects your results, it will be difficult for you to achieve true success in sales. Sales is about helping people and influencing them to see the potential of working with you. Once you do that, it will assist in influencing them to take action. This is why in order to influence, you need to have enthusiasm about the future and be passionate about how you are going to help your client have a better future.
When you call on a client with energy and enthusiasm, it means that you believe in your product or service, and are excited about what you have to offer your customer. This isn’t bravado; a sincere belief in yourself and your product can’t be faked.
“A salesperson needs to stimulate a customer into buying their products. Energy, some enthusiasm, some pizzazz.”
Energy really is the secret to everything.
Think of it like this: your clients are more likely to feed off your emotions if they have faith in you. Just seeing that you’re excited about your product may not be enough if your clients don’t value your judgment. Take the time to build up trust with well-researched facts and figures, helpful suggestions and a tailored approach, then ramp up your enthusiasm to bring prospective buyers on board.
“Enthusiasm is the sparkle in your eyes, the swing in your gait. The grip of your hand, the irresistible surge of will and energy to execute your ideas,” proclaimed the celebrated American business magnate Henry Ford.
Some good action points:
Appreciate the good. We need to remind ourselves to focus on the positive. Sometimes we get so bogged down by the things that are “wrong” in our lives that we forget to be grateful for the things we have that are right. Every so often, take a step back and look at everything you’ve achieved so far. Celebrate how far you’ve come, without worrying about how much there still is to do. As the late, great Earl Nightingale said, “We become what we think about all day long.”
Increase your physical activity level. Physical activity– we all know whether it’s a sport, a workout at the gym or a brisk walk around the block–revitalizes and regenerates us in body and mind.
Fish for compliments. When you feel like your attitude needs a check up , and all else has failed, call some of your satisfied customers to hear their positive comments about their experience. This not only keeps you pumped but keeps the relationship strong by staying in touch.
Scott Ingram: To connect with Charlotte on LinkedIn, just click over to DailySales.Tips/978 and we’ll have a link for you there, as well as the video version of this tip that she recorded using Vidyard.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!