Investing positive energy for a positive return
You can see it in practically every advertisement that you read. You can feel it when you hear presenters on the radio and television. You know intuitively that they are projecting positive affirmations into the words that you read and hear, as a way to get your attention and to keep it. Any publicity or TV program that lacks this positive energy will probably pass by unnoticed.
They are all selling something. Advertisements are directly selling a product or a service. Presenters are “selling” their content or their program. Just as they use positive energy and sales, so you will need to use positivism and enthusiasm. Never expect your customer to make up for any lack of positive energy on your part.
A starter’s gun without a trigger?
You can have the best sales argument in the world. You can have sales logic that defies any attempt to unseat it. But if you don’t have the right positive energy to accompany that sales logic, it’s like a starter’s gun without a trigger. It’ll never go off and you’ll never reach the finishing line, the point where the customer says, “I’ll take it” and signs on the dotted line.
Positive energy, self-motivation and emotions are what allow the customer to create a vision in their mind of how their life will change by buying what you have to offer. It’s this projection into the future that makes a sale. Nowadays with savvy customers and competition, you may be unlikely to come across customers with their tongues hanging out for your offering. Pressing needs may still exist, but they are rather the exception than the rule. Positive energy and painting the picture of improvement are often what is required to get to a sale moving.
Emotion to move, logic to close
This isn’t to say that logic has no place in a sale. Logic is what allows the customer to rationalize their own emotions and finally desire to buy something. Logic is what they use when they explain, back in the office or back home, why they bought something. Logic is like having fiber in your food plan: it’s necessary but unexciting. If you had to eat nothing but fiber all day, you’d get tired of it pretty quickly. In the same way sales logic also needs to be spiced up with some positive energy and emotion.
So how much positive energy should you invest? There’s always a happy medium to be found. The basic guideline is to convey your positive energy and enthusiasm at a level that is compatible with that of the customer’s and to which moves the sale towards a positive conclusion. If your customer is quickly positive and enthusiastic as well, then your role may be simply to accompany to get the order signed. If they are more reticent about moving ahead with the deal, then your level of positive energy will need to be consistently a little higher than theirs. In this way you attract then upwards and onwards towards signing up for the benefits that they need. It takes some practice to get this right, but being able to adjust your energy should be one of your personal development goals.
About the Author: Mike Cosentino is a professional development expert, entrepreneur, and a top sales trainer read more of his topics or subscribe to his free newsletter at www.mikecosentino.net
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Print Article | Download PDF | 18 views | Jul 09 2008
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