Motivation is the driving force behind every successful salesperson. It is what separates those who excel in their field from those who merely get by.
But here’s the thing: Motivation isn’t something that magically appears or comes to us in a burst of inspiration. It is a skill that can be learned and cultivated over time.
In this article, we will explore 10 simple steps that can help you boost your self-motivation and ultimately increase your sales.
1 – You must have faith in your product
Selling oneself is similar to selling anything else. It would help if you first believed in what you were selling. This signifies having faith in “you.” It’s all about positive self-talk and the appropriate mentality.
Your attitude is the first thing people notice about you. If you’re like the majority of individuals, you’ll occasionally experience a lack of confidence. It all boils down to how you communicate with yourself. The majority of individuals are more prone to speak badly than favourably to themselves; this is what keeps them back in life.
It’s not only about having a happy outlook; it’s also about having the appropriate perspective – the quality of your thoughts. Successful individuals view themselves and their jobs in an optimistic manner. They have a calm, confident, and optimistic outlook on life. They have a positive self-image and believe that whatever they do will inevitably lead to their achievement.
If you are in a sales position, operate a business, or are a manager, you must constantly work on your attitude. You must pay attention to the voice in your brain. Is it indicating that you’re on top, confident, and going for it, or is it holding you back?
If you’re constantly telling yourself, “I can’t accomplish this or that,” “They won’t want to buy right now” or “We’re too pricey,” you should either alter your self-talk or find a new career.
Start believing in yourself, and don’t let circumstances outside your control affect your outlook. Instead of criticising, condemning, and moaning, try sharing some joy. Henry Ford, the creator of the Ford Motor Company, once said, “If you feel you can accomplish something, or if you believe you can’t, you’re usually correct.”
2 – The packaging must be eye-catching
As with other goods, the product’s packaging and presentation will impact the customer’s choice to purchase. Every aspect of your appearance must be impeccable, and you must dress correctly for the event. And do not assume that since your consumers dress casually, they want you to dress similarly.
The style and colour of the clothes you wear and your eyeglasses, shoes, briefcase, watch, and pen all communicate something about you.
3 – Smile
Studies have shown that customers are more likely to make purchases from people they find likeable and trustworthy. A sincere smile has the potential to influence customers’ perceptions positively, making them more receptive to the sales pitch or recommendation being made.
The act of smiling releases endorphins, which are known as “feel-good” hormones that help reduce stress levels. In the high-pressure environment of sales, maintaining motivation despite setbacks is crucial – and smiling can offer both physical and psychological benefits in managing stress.
4 – Use names
Use the customer’s name as soon as possible, but avoid overuse. Nowadays, business is less formal, but it is prudent to avoid using first names first. Ensure that your consumer knows and remembers yours. You may use the familiar “My name is Bond, James Bond” or “My name is James, James Bond” technique.
5. Observe the other person
What does their body language tell you? Are they at ease with you, or are they apprehensive? Are they attentive, or are their eyes wandering around the room? If they are not relaxed and attentive, there is no use in telling them something vital about your firm.
Far superior to engaging in small chat and, more importantly, encouraging people to discuss themselves.
In the initial few minutes of meeting a new person, it’s wise to assume they won’t retain much of what you say. They are too preoccupied with analysing all the visual information they are receiving.
6 – Listen and seem like you’re listening.
Many individuals, particularly men, listen without demonstrating that they are doing so. The other person can only judge you based on what they observe, not what is happening in your mind. If they observe a blank look, they will conclude you are absent. The idea is to actively listen by nodding your head, saying “UH-HUH” sometimes, and asking the occasional question.
7 – Show interest.
Be INTERESTED if you wish to be INTERESTING. This is the single most crucial thing you can do to market yourself successfully.
The majority of individuals are extremely preoccupied with their own self-image. If people see that you regard them as significant and worth listening to, you successfully boost their feelings of self-esteem. If you can help others like themselves, they will absolutely ADORE you.
Do not fall into the trap of complimenting the other person since most individuals will see straight through you and will not be fooled. Demonstrate real interest in the consumer and their organisation, and they will be far more receptive to your message.
8. Communicate positively
Use positive and enthusiastic language when talking to customers. Focus on the benefits and solutions your products or services offer rather than dwelling on their limitations or drawbacks. This helps create a positive perception and enhances customer interest.
Demonstrate a genuine interest in customers’ needs and desires. Ask open-ended questions to understand their specific requirements and listen actively to their responses. Showing empathy and understanding builds trust and strengthens the customer’s confidence in your product or service.
9 – Reflect on the other individual
This does not imply imitating the other person; it just means speaking and behaving similarly to the consumer.
For instance, if your consumer speaks slowly or gently, you should respond in kind. Remember that individuals prefer others who are similar to themselves.
10 – Friendly and affable
If you appear or sound tense or hostile, you should not be shocked if the other person becomes defensive and uncooperative. If you appear and sound nice, you are more likely to receive a favourable reaction. This is not about being too polite. It involves a cheerful, open face or a friendly telephone tone.
Before we can begin selling our goods, service, or ideas, we must be as certain as possible that the buyer has purchased us and has their undivided attention.