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  • Writer's pictureLance Tyson

If You Don’t Buy In, Why Should Your Prospect?

Updated: Sep 18, 2023

Build a Strong Sales Team by Igniting Enthusiasm

Equally as important as what we present, how we present ties into credibility and believability of any high-performing sales team. Like it or not, business is like high school on steroids. Prospects are going to judge you on how you look, how you dress, how you present yourself, how you communicate, how you deal with people. The last thing people will judge you on is who you are as an individual. It’s a shame, but that’s just the way it is.

But the biggest thing on trial is your enthusiasm. Some salespeople just aren’t very good at being enthusiastic. They’re like crypt keepers. That doesn’t mean you need to be bubbly and obnoxiously loud. But the last for letters in enthusiasm are I-A-S-M for a reason. When we deliver a solution, that means: “I Am Sold, Myself.” Enthusiasm means being invested in and believing in what you sell.  

A lot of salespeople fail at this when they present. They’re not actually sold themselves on what they do. And on top of that, they don’t know enough about the customer, so they don’t speak in specifics or mindlessly rattle off statistics and general facts. They’re not good storytellers, or suck at using props. Maybe they lean too much on a PowerPoint. But that’s not the true presentation. We’re the presentation, the messenger.  

Sales effectiveness relies on passion—on great storytelling and even better analogies. It’s in how we present ourselves that we will either persuade a prospect or sow doubt in their mind.  

So, if you want them to buy, you better buy in first!  

igniting sales eq by lance tyson

For more ideas on leveraging your Sales EQ and increasing your enthusiasm, get your copy of Igniting Sales EQ, available online at Amazon.

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