Maintain Enthusiasm

 People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents.

Enthusiasm is at the foundation of all progress! Talent is valuable but, without enthusiasm, it pales at the point of sale. Enthusiasm is the difference between mediocre and superior success in selling.

Where do you get this energizing quality of enthusiasm? How do you maintain it after you tap into it?

Admonition one: Take responsibility for your own level of enthusiasm throughout the selling day. Don't leave it in the hands of others or with the circumstances around you. Learn what creates enthusiasm for you. Then, do it - turn it on!

What are your first thoughts when you start a new day? Do you remind yourself of the good news? That's the beginning of enthusiasm for that day.

• I have a high level of energy--that's good news!
• I have a mind that is alert --that's good news!
• I have challenging work to do --that's good news!
• I have a strong market with great potential --that's good news!
• I'm creating my future today --that's tremendous!

Admonition two: Act as if you have enthusiasm even when you don't. Psychologists have concluded that it is easier to act your way into a new way of feeling than it is to feel your way into a new way of acting. Read that statement again. Think about it. It translates to this: Act as if you feel enthusiastic and you will feel enthusiastic.

Enthusiasm reflects confidence, spreads good cheer, raises morale, inspires associates, and generates loyalties. It draws customers to you like a magnet. Enthusiasm is contagious. 

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How to Become Prospect Minded

 Hundreds of people can talk for one who can think; 

but thousands can think for one who can see

The single best source of prospects is personal observation -- those you develop through personal contact. Be socially mobile. Think in terms of people everywhere you go.

Your present contacts can literally be a goldmine. Develop an awareness of people who are in a transition period in their lives. Prospects facing a new situation often realize that it will affect their financial position. Frequently, this will provide an impetus for action.

Once you become prospect minded, you'll develop a nose for business as keen as the reporter's nose for news. It's another way of saying that you've formed the habit of paying attention.

Most salespeople don't see things; they merely look at them. They listen but do not hear. The power of keen observation is indicative of a superior mentality. "Paying attention" is a powerful mental process. It is a key to increasing your productivity. It makes it possible for you to evaluate carefully your prospects' problems and to decide upon the best solutions to help them. 

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Be in the Top 20%!

 "If you're not building relationships or communicating ideas you may become a successful order taker, but you'll never become a successful salesperson." 

Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Study these traits and decide how they can become yours.

• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.

• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.

• Third, generators work at the right things. They focus on those few sales activities that make the big difference.

• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.

• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.

• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.

• Finally, generators manage the buying process. They help along the prospect's decision to buy.

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