SUSTAINABLE EXCITEMENT

Have you looked at a newspaper in the past 2 weeks? Well not the news, or the editorials, not the comics or the financial pages, not the fashion or even the sports pages, have you looked at the advertisements?

Every store that sells anything that uses electricity has page after page of ads for, you guessed it, TELEVISONS!

Why? Simple, FOOTBALL!

Thanks right, with football season here and fans planning the menus for all the parties’ weekend after weekend the stores know that BIG screen, flat screens are the products that will stir up the most excitement any given Sunday morning.

Let’s fast forward 2 weeks, you will still see an ad now and again for the TV’s but the excitement will have fallen off dramatically. The football season will be in full swing and the race for the Bowl Games and Super Bowl will be on their way.

It is almost amazing how quickly excitement and enthusiasm subsides isn’t it?

Well then ask yourself this question, what have you done to keep your customers excited and enthused about owning your product or using your service? Just like the football season, after the first few weeks the games are still fun to watch but the thrill of the NEW season has worn off. Is the thrill of using your product or service turned from excitement to HO HUMM?

An even more important question is has the excitement of SELLING your product or service gone from exciting to HO HUMM.

As sales reps we all love new offerings that we can bring to our customers and prospects, but what can we do to keep the excitement of the product alive? Some companies have departments that do nothing but design presentations around different aspects of the products or services that keep the reps AND the customers interest. If you work for one of these companies consider yourself very fortunate, your company knows the value of excitement.

If you don’t work for one of these companies it is up to YOU to find the nuggets and keep yourself motivated and excited about what you sell.

DON’T UNDERESTIMATE THE VALUE OF EXCITEMENT! Think about the newspaper ads that I talked about at the beginning of this post. Every ad usually has a multi-media component of TV, radio, or online reinforcement, sometimes they have all of these incorporated into an advertising campaign.

As a sales rep you have… well… YOU to depend on. YOU need to work with the product or service to know all the elements that are exciting to a prospect or customer, YOU need to develop presentations that will WOW the prospect or customer, and most important, YOU need to find ways to keep yourself as excited about the product today as you were the first day you started selling it.

Some of the largest sales that I have ever made were made not because of what I was selling, but because of how excited I made the customer about what I was selling.

Lorin