Emotions Sell. Do Yours?

by Madonna on February 8, 2013

Emotions Sell.  Do yours?

Emotions Sell. Do yours?

We buy the sizzle, not the sausage. That’s right.  We all do. But how can you sell the sizzle if your sales mojo is in a tailspin?  How can you sell the sizzle if you aren’t excited about selling every single day?  You need to be excited to sell, excited about your product or service, excited at the benefit your client or customer will receive and excited about your own success.

Recently, a prospect called me to have a chat about my services. Brendan was in real estate, had been so for a couple of years. He just wasn’t getting enough listings and he thought being able to cold call might help him.

Naturally, I asked him about his cold calling experience and about how important it was for him to master this art.

To be honest, I was so bored by his responses, all I wanted to do was to get off the phone, even though I was speaking to a potential client.  And this was supposed to be a salesperson. There was not one ounce of enthusiasm in his voice.  In fact, there was virtually no intonation in the voice at all. There was definitely no sense of urgency that would suggest he was keen to improve his skills in any way.

I couldn’t help wondering how Brendan had survived a couple of years in this industry in this economic climate.  But one thing is for sure, he won’t be in it for long.

We buy the sizzle, not the sausage.  We buy the promise, not the perfume. We buy the lifestyle, not the house.  My first impression of poor old Brendan is that he couldn’t sell a glass of water to a thirsty man wandering in the desert.

I decided on the spot not to accept Brendan as a client if and when he does get back to me, because even though my services would benefit him, he would require a huge injection of energy and I choose to work with those who appear to possess some life spark.  I’m not in the business of flogging dead horses.

I prefer to work with people who at least once had a sales mojo and have temporarily misplaced it, or those enthusiastic souls who might be new to sales or business and need to find the confidence to cold call or make those follow up calls.

Brendan might well be able to cold call after a consult with me, but that probably won’t help him much.  You see, he seems to lack the ability to get excited, or to show any emotion at all.

If you’ve lost your sales mojo, you need to get it back and fast or find another way to make a living.  We buy for emotional reasons from those who can sell us on the sizzle. Can you sell the sizzle?

If not, why not download the free ebook Cold Calling without Fear.  It’s only a click away. Or why don’t you connect with me on my Facebook page where you can learn more about getting yourself excited about selling every single day.

Image courtesy of: http://www.freedigitalphotos.net/

Madonna Robinson

Madonna works with network marketers, salespeople and home based business owners to help them develop the mindset required to become successful in business. She teaches them how to access the 'energy' behind the barriers to their success so they can make more money more quickly. Madonna Robinson is a Personal Development Consultant and Mindset Specialist, has degrees and diplomas plastered all over her wall, but all you need to know is that if something is blocking your business success she will teach you how to unblock it. She is available for consultations on the phone worldwide because energy is energy and not location specific. If you don't know how to access and use energy techniques, you are missing out big time. Contact her now.

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