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Practice Management > Building Your Business

Make no mistake, emotion sells

By Kelley Robertson

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My wife and I are fans of the TV show The Voice. In watching it, we have noticed that some of the contestants perform their chosen song flawlessly, while others are off-key but sing with lots of emotion. Can you guess which performance the judges, audience and viewers prefer?

The fact is emotion sells. Does this mean you need to start weeping when speaking with a prospect? Of course not. But I’m a firm believer that salespeople need to feel strongly about the products, services or solutions they sell.

Once, a workshop participant asked, “Which product should I sell to make lots of money?” I suggested he look for something he wanted to sell.

A retail salesperson I once knew earned more than $70,000 a year selling men’s clothing because he was passionate about dressing well.

And a few years ago, I met a food chemist who creates spice flavors for his client’s products. When he speaks about his work, it’s impossible not become caught up in his enthusiasm.

Do you exude that type of enthusiasm, energy and excitement when you talk about your products? If not, you might not be reaching your full sales potential.

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Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca.

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