Sales EnthusiasmSuggested Development Activities

• Consider your current sales objectives and list five motivating factors. • Salespeople draws motivation from different aspects of sales. Consider some of the following aspects and think about

which, if any of them, provide you with the greatest motivation: money; status; meeting a wide range of people; the challenge of trying to close a sale; the competition; the complexity of sales; control over own success; enjoyment of talking; developing interpersonal skills; enjoyment of persuading others; or the independence. Focus on and draw from your three strongest personal motivators to maintain your enthusiasm and interest in sales.

• Consider your three greatest de-motivating factors. Identify what steps you can take to reduce the impact of any blocks or hindrances to your enthusiasm.

• Even if you don’t feel enthusiastic about your next sale, ‘pretend’ that you do. Do and say all of the things that you would do IF you were excited and enthusiastic about your next sale. This technique will convey a positive and optimistic attitude and with practice, has the power to change your mood.

• Learn to actually summon up different mood states. The next time you feel tired or lacking in positivity before a sales conversation, attempt to consciously change your energy level and mood. It will not always be possible nor desirable to change your moods, but this is a very useful skill to have when you need it for a critical sales conversation. However, beware of appearing fake or forced in your enthusiasm, as this will be counterproductive.

• Some people feel enthusiasm but it is not conveyed to prospects. Think about whether you need to better communicate the enthusiasm that you already feel.

• When completing a discussion with a client or customer, make sure that you finish with excitement, confidence or positive energy.

• Create a positive picture for the client – about how they will feel and how their life will be if they use your product and service. Make sure you believe that their life will be enhanced by this product or service.

• Think about and write down some of the negative stereotypes that you have heard expressed about salespeople. Develop viewpoints and arguments that counter these stereotypes and learn to communicate these to various people (not necessarily prospects). Why do organisations need salespeople? What would happen if salespeople didn’t exist? What other work roles, apart from straight sales, require selling and persuasion? Why are some people uncomfortable with the sales profession and what does this reveal about them? Thinking about these alternative viewpoints will help, not just in explicitly countering the stereotypes that other people may express to you, but also by strengthening your own confidence in sales as a profession to be proud of. If there are aspects of the negative stereotypes that you believe do apply to some salespeople, consider that the way those salespeople conduct themselves and how they are viewed is beyond your control. You always have the power to conduct your sales in any way that you choose and as honourably as you choose.

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