Doing work you enjoy is important. No one wants to go to work reluctantly every day. This is not only unpleasant but also very detrimental to your performance in the workplace. And yet, in many professions, a lack of motivation is not immediately harmful. In sales, it is different. As salespeople, we are partly responsible for the perception and image of our company. And nothing sells better than enthusiasm. When someone speaks about their profession with passion, you are easily inclined to listen better and with more interest. You have probably been in a situation yourself where someone was speaking and everything seemed to be just right. A polished presentation, good preparation, and answers to all questions. But one thing was missing: passion. Did you choose that person?
Passion for sales is not enough
Selling is a profession in itself, as we have mentioned before. It has to be in your blood and give you a daily kick, otherwise you will not last long and will not be successful. In short, passion for the profession of sales is crucial. But, it is not enough. Just having a passion for selling does not make you a good salesperson. Your passion for the company and the product it offers is even more important. Many salespeople have a great love for their profession, but sell products or services that they do not support or are not enthusiastic about. And that stands out! Salespeople in that situation back down more quickly, become defensive more quickly, and appear less convincing. With all its consequences! Passion is 65% of success in sales, your skills as a salesperson are 'only' 35%.
What makes you distinctive?
Distinctiveness, that's what it's all about. Pure passion for your profession and the products or services you offer are a very important form of distinctiveness. Let's illustrate this with a catchy example: a large multinational wants to have a new internet platform built. Instead of applying the traditional agency selection with only the top agencies, they also select an agency that has published substantively strong blogs on the subject. They have shown their skills and passion! A small start-up agency will pull out all the stops and have extra motivation to acquire a major client. This passion is addictive. The chance that the multinational will choose the small agency is very likely. Motivation, enthusiasm and passion are therefore a major distinguishing factor.
Added value works!
But how do you ensure that your passion for your profession and products is converted into added value? A true top salesperson has a number of characteristics.
Authority
In the current economy, as a salesperson you are no longer a 'smooth guy' with a nice sales pitch. You are a consultant and salesperson in one. If you want to be successful as a salesperson, you must be an authority in your field. Authority brings status and confidence.
Visible
To become an authority, you have to be visible. Start blogging about important topics in your sector. Give lectures and make yourself heard.
Authentic
There are 1001 sellers. To stand out and inspire confidence, you have to be different from the gray mass. Don't pretend to be anything other than who you are, always be yourself.
Self-conscious
Self-knowledge is a great asset. Not only self-awareness about your own strengths and weaknesses, but also self-awareness about your company's offering. Don't make it more beautiful than it is, but of course don't lose your passion.
Coaching
Would you like to talk to a professional about your passion for your current job? Or would you like to further develop specific competencies? One of our many coaches is ready to assist you and is happy to help with your personal development.
