The power of M.E.’s presentation lies not in the words…but the emotion with which they are delivered! M.E.’s words don’t make the sale…they provide an orderly path from greeting the Buyer to getting a yes to the order from the Buyer.
So what causes the sale…TWO WORDS…TWO EMOTIONS…CONFIDENCE
AND ENTHUSIASM!! Emotions are MIMICKED by anyone who is near. If two speakers are together, the one with the strongest emotion is mimicked. CONFIDENCE causes people to trust you; so you better be CONFIDENT when you meet the Buyer. ENTHUSIASM causes people to be agreeable and more likely to say yes to whatever you ask. So…
WHEN YOU MEET THE BUYER…
– Be CONFIDENT so they TRUST YOU AND
– Be ENTHUSIASTIC so they say yes to MEETING WITH YOU!
WHEN YOU SMALL TALK and DEMO THE PROMOTION
– Be CONFIDENT so they trust you AND
– Be ENTHUSIASTIC so they allow you to continue with your presentation!
WHEN YOU GO THROUGH THE PRESENTATION BOOKLET – Be CONFIDENT…AND
– Be ENTHUSIASTIC… be emotional not logical!
WHEN YOU CLOSE…
– Be CONFIDENT…AND
– Be ENTHUSIASTIC…and the buyer will trust you and say YES!
Often salespeople think they can improve our presentation by changing or adding words. 99% of
the time they add confusion and boredom! If you want to change your presentation to make it more powerful change your emotional level. Test your presentation by recording it on your cell phone once a week. Listen for your CONFIDENCE and to your ENTHUSIASM…then ask yourself what you need to do to increase your emotional power. Remind yourself of the emotions you want them to mimic.
Remember the Mule Feed tape I sent you a few weeks ago and his use of the sales emotions in his description of alfalfa hay!! Put his emotions into your presentation and watch your sales and income go through the roof! All you need to do is add the sales emotions (C & E) to every part of your presentation! Good Selling!
Curt Kesselring President