22/08/2019
Chapter Three: Put Your Whole Heart Into Your Selling.
Chapter Three: Put Your Whole Heart Into Your Selling.
“You are never given a wish without also being given the power to make it come true.” (Richard Bach)
Top salespeople believe in their companies. They believe in their products and services and they believe in their customers. Above all, they believe in themselves and their ability to succeed.
There is a direct relationship between your level of belief in yourself, and in the value of your product or service, and your ability to convince other people that it is good for them. Selling has often been called a transfer of enthusiasm. The more enthusiastic and convinced you are about what you are selling, the more contagious this enthusiasm will be and the more your customer will sense it and act on it.
Human beings are primarily emotional in everything they do. This is why caring is a critical element in successful selling. You've heard it said that, they don't care how much you know until they know how much you care. What we also know is that, the more you love your work, the more caring you will be. The more committed you are to your company and to your products and services, the more you will naturally and honestly care about your customer. The more you honestly care about your company and your customer, the more concerned you will be about helping him or her to make a good buying decision.
Since you become what you think about most of the time, you should continue repeating the words, "I love my work! I love my work! I love my work!" over and over.
The more you say these words to yourself, the more you will like yourself as a salesperson and enjoy your selling activities. The more you enjoy your work, the better you will do it, and the more committed you will be to your customers. Selling will become easier and easier, and more rewarding in every way.
My favorite affirmation, which I still use continually, is: “I like myself and I love my work!” I
