Real Secrets 023: Enthusiasm Sells!

Let’s talk about the importance of enthusiasm.

One day I was having my Volvo serviced, and as I waited for it to be brought out, I wandered onto the new car showroom. There on the floor was a Special S60 R – their Rally version and it looked pretty sweet. As I sat in it, someone came up and asked me what I thought and I said, “It’s OK.”

I asked him if he was one of the sales reps, and he said he was new to sales having worked for the Volvo factory for the last 10 years. He then asked me how much I knew about the car. “Not much,” was my answer.

And that’s when it began. Jim seemed to change as he began to tell me what a phenomenal car the R series was. Did I know that the brakes alone were of racing pedigree and the best brakes Volvo ever made? And that they were found only on the Rally model?

Did I know about the torque of the engine and that the Rally had the only hand made engine Volvo every produced?

One and on he went, covering each part of the car to the racing bucket seats, down to the hand stitched leather. And the price! My God! This was the best value, dollar for dollar, of any car on the market, period.

And the performance! Would I like to take a test drive? “Heck Yeah!” I heard myself saying.

Well, as I drove the car – and it was sweet to drive – Jim talked even more about how great this car was. I soon found that I was completely caught up in his enthusiasm, and before I knew it, I was back at the dealership talking prices, payments and delivery terms!

I ended up getting away with an “I need to think about it,” but I’ve got to tell you, that car, and Jim’s enthusiasm for it, sticks with me today. Had I actually been shopping for a new car, I would have bought it – and been happy I did!

What this reminded me of is how important your belief in your product or service is. Enthusiasm really IS contagious, and many times your customers buy your belief in your product as well as the product itself.

So your assignment this week is to ask yourself, “How can you inject genuine enthusiasm into your presentation?” Ask yourself why you choose to work at your company and what part of your product or service are you particularly proud or excited about?

Once you’ve identified these things, be enthusiastic about them and let your prospects and customers know why you are there. And why they should be, too.

And before you go into your next presentation, ask yourself, “Would you buy from you today?”