Have you ever seen someone perform well, and then soon after the trial period their performance decreased markedly?
Why did this happen? The boss might say “he/she got comfortable”, “he/she got lazy”, “he/she got too smart for his/her own good”.
Which one is it? Why did the salesperson burn out? Did they get too smart? The reality is, they got burnt out because they lost their motivation. Why? Because they didn’t believe anymore in the product or service they were offering. To be able to repeatedly sell and offer products consistently, it is necessary to believe in them to achieve good level of sales. When a person starts winning, automatically he/she wants to do more of that. When a person starts losing, he/she automatically doesn’t want to do more of that.
Most of us want to believe that what we do and sell can benefit someone, and it is of good quality.
The best salesmen are those who believe in their products and services.
Have you ever noticed that when you saw a great movie in the cinema, you went out and told others about it, and you said it with such a great satisfaction that it convinced the person who you spoke to go and see that same movie?
The questions to ask yourself before you label yourself or your salespeople as “good” or “bad” are:
- Do you own the products that you are selling?
- Are you using the services that you are selling?
- Would you use the products or services that you are selling if you could afford them?
The test of honest merchandise is if the manufacturer uses it today. Although it is a tough test, it is a true test.
You/Your salesperson sells a Mercedes but drives an Audi? How good of a car salesperson is that? Find a salesperson who is crazy about Mercedes cars and watch your sales skyrocket! Or change the job that you do because if you drive an Audi selling Mercedes you are at the wrong car salon!
If you love your product, believe in your product, get others on board and get them crazy about it.
Every sales person should know what benefits and features are good about the product, and if he sees fault in the product, or doesn’t resolve his/her own concerns about it, then the sales will be low.
When you see another salesperson being miserable and unmotivated, perhaps someone told him/her that the product or service is not good, a customer was dissatisfied, the salesperson thought he was cheating on people. You can only guarantee a sales success if you believe that the product or service you offer has good value.
When you see your staff fail, talk to them. Find out what is the matter, and resell your salespeople on it. Make your salespeople proud about it. And if you can’t convince them about that, then find a new sales person.
For example, going to a steakhouse and encountering a waiter who is crazy about steaks and who tells you all about them, the different cuts, and knows all about the processes the meat is going through, is a completely helpful experience! In that steakhouse, you will see someone who can confidently sell, and will sell loads of steaks to all types of customers.
Be passionate about your products; sell yourself on your products.
If you are not passionate about them, get passionate about them. If you cannot achieve that, you are not selling the right products/services, or what is on offer is a con-deal.
Blog based on materials of Grant Cardone “Sell or be sold”.
