CONFIDENCE Directly related to preparation is confidence. Without the proper preparation, it is hard to exude confidence in the sales conversation. Confidence comes with being prepared, which includes more than just knowing about the customer's business and products but also knowledge of your products, services, and solutions. Remember to keep it positive, it is easy to stay focused on the negative, but if you focus on the solution and the positive impact that it will offer the customers and their business, it demonstrates that you are confident in your solutions. If you don’t communicate confidently, your prospects will feel that energy from you, so keep it positive. ENTHUSIASM Once you are in the mindset of feeling prepared and confident, it’s time to deliver and present the opportunity enthusiastically. There is nothing worse than coming across a salesperson who is giving off negative energy or just calling it in and showing a complete lack of enthusiasm for what they are selling. We have all experienced it, if you don’t believe in the product, service, or idea you are selling, then no one else will believe in it.
124 SPOTLIGHT ON BUSINESS MAGAZINE • VOL 24 ISSUE 2
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