There is one priceless quality that leads to sales success above all others. It builds courage, corrects bad attitudes and reverses slumps.
What is it? Enthusiasm — not just for the job itself, but for the products and services being sold.
Here are four key points about enthusiasm worth remembering — and sharing with your salespeople:
- Enthusiasm is undermined by negative self-talk. Resist the temptation to tell yourself all the things that are wrong about the economy. Try to be with positive people, both on and off the job.
- Enthusiasm is the result of self-discipline, not self-indulgence. Self-indulgence is thinking about what’s good for you, then taking action. Self-discipline is thinking about what’s good for your prospects and customers, then showing them why they should buy your product or service.
- Enthusiasm allows you to treat all prospects and customers the same. There are prospects and customers who are difficult to deal with. They may be obstinate, contrary and insensitive. A key part of becoming a successful salesperson is learning to deal with difficult people in a positive, thoughtful way. Enthusiasm is the ingredient that makes this possible.
- Enthusiasm results from focusing on long-term versus short-term goals. It’s a good idea to renew goals weekly so they’re focused on the long-term. Long-term goals lessen the negative impact that today’s economy can have on a person’s psyche.
Enthusiasm overcomes rejection
Salespeople with enthusiasm have the ability to leave rejection behind and go on from there, allowing themselves to function at or near the top of their capacity, regardless of the economy.
How can you keep enthusiasm at a high level?
- Maintain a positive mental attitude about being a professional salesperson. The stronger this belief, the more enthusiasm you’ll develop.
- Keep up with changes in the economy, especially as they affect customers and prospects.
- Develop good work habits and make them second nature. The better your work habits, the greater your enthusiasm.
- Learn all you can about competition and be aware of it at all times so you can better discuss the benefits only you can provide.