Fire Up Your Sales With Enthusiasm To Burn!
Fire Up Your Sales With Enthusiasm To Burn!
Despite it’s simplistic appearance, this is one of the most useful descriptions of the sales process I’ve ever heard. It says a lot about what it takes to be successful in selling and can pay huge dividends for entrepreneurs and sales professionals that take this message on board.
Enthusiasm is a prerequisite for sales success for two reasons. Firstly, selling isn’t easy. It involves many tasks that most people find highly stressful. Prospecting, networking, delivering presentations and “closing” deals, to name a few. Selling requires an incredible amount of mental, emotional and physical energy and huge amounts of enthusiasm are necessary to give you the energy needed to get those things done, even when you don’t feel like doing them.
And secondly, in sales one thing’s for sure… Genuine enthusiasm about your company, your job, your products and services, and most importantly, about helping your customers solve their problems, is absolutely essential if you want to deliver outstanding service and differentiate yourself from your competition. Think back to the last time you experienced truly outstanding service from a sales or customer service person. What was it about that person’s service in particular that was so outstanding? Chances are you remember them because they did something that exceeded your expectations – because their sheer enthusiasm enabled them to “go the extra mile.”
What comes first… Enthusiasm or Success?
The word enthusiasm comes from the Greek word enthous which means “inspired,” and inspired is exactly the way you feel when you harness that enthusiasm. You charge through your cold calls, presentations and proposals easily and effortlessly and you can’t wait to tell people about your product or service. To your customers you appear confident, helpful and friendly. In short, you’re unstoppable.
But while most people agree that enthusiasm is key, generating and maintaining that enthusiasm in practise is another matter entirely.
In sales, one of the biggest mistakes people make, especially after taking a few knocks, is that they start to believe that their enthusiasm relies on them being successful. For example they’ll say things like, “I’d be way more enthusiastic if I had met my target last month.” Or “If I could just make some money, then I’d get enthusiastic.” But unfortunately, unless you’re enthusiastic in the first place, you’re unlikely to experience any lasting degree of success.
Five ideas to kick start your enthusiasm
So if you’re in sales it’s essential that you can take control and proactively generate enthusiasm instead of waiting for it to come to you. Just as an athlete has to ensure they’re in peak state for optimum performance, so too do professional sales people. So here are five practical ideas you can use to kick start your enthusiasm now.
1. Remember why you’re here.
Too often, after a few years of hard slog, the very passion, innovation and vision that started your business gets forgotten. Entrepreneurs, once totally consumed with enthusiasm for their new business, get worn down by endless setbacks and problems of day-to-day business, and they start to lose their spark. If this sounds like you, stop and ask yourself if you still really believe in what you’re doing and if the opportunity you saw when you launched is still driving you. Do you still really believe there is a genuine need for what you’re providing? If so what are 10 fantastic reasons people should be doing business with you and not the competition? Are you still 100% convinced? Because if you’re not, you can’t expect your prospects or customers to be either.
2. Create personal reasons for achieving sales goals.
In the end, motivation and enthusiasm come from within. Sure, you can listen to a motivational speaker, or do a team building session and get a momentary hit of enthusiasm, but as they say the test only begins when the going gets tough. You need powerful, personalised reasons why you absolutely must succeed and do whatever it takes to get the job done. But often your business or sales goals (usually only money related) aren’t enough. For instance, would you work harder to earn $200,000 this year, or to be an inspiration to your children or siblings? To turn over $1million this year, or to show your gratitude to the people who put their time, love and belief in you? To be successful in sales you need to learn how to use this type of leverage on yourself all the time. So take some time to come up with a powerful list of personal reasons why you absolutely must and will do whatever it takes to fulfil your goals.
3. Fake it until you make it.
This is the principle behind India’s fast growing Laughing Clubs where members meet with the aim of increasing happiness. At the beginning of each meeting they force themselves to laugh out loud for no reason at all until the laughter takes over and soon they can’t stop. So take a moment right now, put on your best, most enthusiastic face, start moving like you were the most enthusiastic person in the world, and greet the next person you see more enthusiastically than you’ve ever done before. Now keep faking it ‘til you make it!
4. Use anchors to change your state.
This is from the domain of Tony Robbins and other NLP masters. We all have unique anchors that trigger or cause us to feel a certain way. It’s your responsibility to find out what anchors you can use to trigger feelings of enthusiasm, motivation and confidence and to use them whenever you need to. For example, there may be a certain song that when you hear it totally pumps you up and puts you in a good mood. Or a picture, item of clothing or inspirational quote that causes you to feel completely unstoppable whenever you see, wear or read it. Whatever your anchors may be, find them, keep them on hand, and use them all the time.
5. Stop!
Now this one is so obvious it’s often overlooked. But maybe, just maybe, you’ve been working too hard for too long and you just need a break. Chances are you just need some time out to recharge, change your scenery and give yourself a chance to reflect on how far you’ve come. It’s a well known fact that taking short regular breaks, for example a three day weekend once a month, reduces stress, increases your energy and boosts enthusiasm. Now go to it!
Fire Up Your Sales With Enthusiasm To Burn - To learn more about this author, visit Richard Liew's Website.
Like this article? Share it with your friends
“Selling is simply a transfer of enthusiasm from salesperson to customer.”
Despite it’s simplistic appearance, this is one of the most useful descriptions of the sales process I’ve ever heard. It says a lot about what it takes to be successful in selling and can pay huge dividends for entrepreneurs and sales professionals that take this message on board.
Enthusiasm is a prerequisite for sales success for two reasons. Firstly, selling isn’t easy. It involves many tasks that most people find highly stressful. Prospecting, networking, delivering presentations and “closing” deals, to name a few. Selling requires an incredible amount of mental, emotional and physical energy and huge amounts of enthusiasm are necessary to give you the energy needed to get those things done, even when you don’t feel like doing them.
And secondly, in sales one thing’s for sure… Genuine enthusiasm about your company, your job, your products and services, and most importantly, about helping your customers solve their problems, is absolutely essential if you want to deliver outstanding service and differentiate yourself from your competition. Think back to the last time you experienced truly outstanding service from a sales or customer service person. What was it about that person’s service in particular that was so outstanding? Chances are you remember them because they did something that exceeded your expectations – because their sheer enthusiasm enabled them to “go the extra mile.”
What comes first… Enthusiasm or Success?
The word enthusiasm comes from the Greek word enthous which means “inspired,” and inspired is exactly the way you feel when you harness that enthusiasm. You charge through your cold calls, presentations and proposals easily and effortlessly and you can’t wait to tell people about your product or service. To your customers you appear confident, helpful and friendly. In short, you’re unstoppable.
But while most people agree that enthusiasm is key, generating and maintaining that enthusiasm in practise is another matter entirely.
In sales, one of the biggest mistakes people make, especially after taking a few knocks, is that they start to believe that their enthusiasm relies on them being successful. For example they’ll say things like, “I’d be way more enthusiastic if I had met my target last month.” Or “If I could just make some money, then I’d get enthusiastic.” But unfortunately, unless you’re enthusiastic in the first place, you’re unlikely to experience any lasting degree of success.
Five ideas to kick start your enthusiasm
So if you’re in sales it’s essential that you can take control and proactively generate enthusiasm instead of waiting for it to come to you. Just as an athlete has to ensure they’re in peak state for optimum performance, so too do professional sales people. So here are five practical ideas you can use to kick start your enthusiasm now.
1. Remember why you’re here.
Too often, after a few years of hard slog, the very passion, innovation and vision that started your business gets forgotten. Entrepreneurs, once totally consumed with enthusiasm for their new business, get worn down by endless setbacks and problems of day-to-day business, and they start to lose their spark. If this sounds like you, stop and ask yourself if you still really believe in what you’re doing and if the opportunity you saw when you launched is still driving you. Do you still really believe there is a genuine need for what you’re providing? If so what are 10 fantastic reasons people should be doing business with you and not the competition? Are you still 100% convinced? Because if you’re not, you can’t expect your prospects or customers to be either.
2. Create personal reasons for achieving sales goals.
In the end, motivation and enthusiasm come from within. Sure, you can listen to a motivational speaker, or do a team building session and get a momentary hit of enthusiasm, but as they say the test only begins when the going gets tough. You need powerful, personalised reasons why you absolutely must succeed and do whatever it takes to get the job done. But often your business or sales goals (usually only money related) aren’t enough. For instance, would you work harder to earn $200,000 this year, or to be an inspiration to your children or siblings? To turn over $1million this year, or to show your gratitude to the people who put their time, love and belief in you? To be successful in sales you need to learn how to use this type of leverage on yourself all the time. So take some time to come up with a powerful list of personal reasons why you absolutely must and will do whatever it takes to fulfil your goals.
3. Fake it until you make it.
This is the principle behind India’s fast growing Laughing Clubs where members meet with the aim of increasing happiness. At the beginning of each meeting they force themselves to laugh out loud for no reason at all until the laughter takes over and soon they can’t stop. So take a moment right now, put on your best, most enthusiastic face, start moving like you were the most enthusiastic person in the world, and greet the next person you see more enthusiastically than you’ve ever done before. Now keep faking it ‘til you make it!
4. Use anchors to change your state.
This is from the domain of Tony Robbins and other NLP masters. We all have unique anchors that trigger or cause us to feel a certain way. It’s your responsibility to find out what anchors you can use to trigger feelings of enthusiasm, motivation and confidence and to use them whenever you need to. For example, there may be a certain song that when you hear it totally pumps you up and puts you in a good mood. Or a picture, item of clothing or inspirational quote that causes you to feel completely unstoppable whenever you see, wear or read it. Whatever your anchors may be, find them, keep them on hand, and use them all the time.
5. Stop!
Now this one is so obvious it’s often overlooked. But maybe, just maybe, you’ve been working too hard for too long and you just need a break. Chances are you just need some time out to recharge, change your scenery and give yourself a chance to reflect on how far you’ve come. It’s a well known fact that taking short regular breaks, for example a three day weekend once a month, reduces stress, increases your energy and boosts enthusiasm. Now go to it!
Fire Up Your Sales With Enthusiasm To Burn - To learn more about this author, visit Richard Liew's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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