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.