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Thursday, March 23, 2023

Sales Focus – Be enthusiastic and heat up your sales


Hopefully everyone in your organization is focused on sales. Everyone in front of your customers selling your products and services should exude contagious enthusiasm.

For some reason, Mondays seem to be the toughest day of the week to be 100% productive. But remember, Mondays are 20% of your selling week. Don’t waste valuable selling time moping around your home office getting easily distracted. I know the lawn needs fertilizer, we’ve got to open the pool, and the geraniums for the front yard are 11% off at Menards… Stay focused, maintain discipline, pick up the phone, set face to face appointments or follow up to determine next steps with those future customers.

Fortunately, one of our Mondays in May is Memorial Day. That’s right, Monday, May 30, is a holiday. A paid holiday for some of us; another great day in America! God Bless all our Military Personnel who have died while serving in the United States armed forces.

One of the lessons you will always find in all my sales presentations is: “If you are anything less than positive or enthusiastic when you wake up, go back to sleep.” Nobody wants to be around you. “It’s too hot. It’s too cold. I want a new car. My garage always floods when it rains. My customers never call back.” Well… now we know why they never call back. Empirical research proves people, buyers included, would rather be around positive people exuding contagious enthusiasm.

Remember, you only have one chance to make a first impression. Read that again. You only have one chance to make a first impression.

The front-line sales pros must exhibit their love for the company, the products or services and their jobs. The products’ or services’ features advantages and benefits (FAB) should never be read from the PowerPoint deck; they should be effortlessly linked throughout the presentation. The sales presentation should be so compelling, prospects and customers are ready to buy before the end of the presentation.

Knowledgeable sales experts anticipate and handle customers’ objections with sensitivity and enthusiasm; solutions to problems have been identified. They use trial closing questions throughout the presentation. Customers understand your competitive edge, the value you provide, and are ready to buy.

Enthusiasm convinces prospects you are happy and passionate in what you are doing and you are the best. Enthusiasm convinces buyers they too will become happy and passionate when they do business with an enthusiastic sales pro.

Everyone likes to do business with the best. Be your enthusiastic best and Heat Up Your Sales.

Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.