Let's ConnectHave you ever attended a concert and felt the musicians were just mailing it in? They played their instruments well and knew the music, but something was… missing.These musicians lacked the key element to being a rockstar on stage or in business—energy! Why is that? Because energy is infectious… and so is a lack of energy. Energy is essential if you want to give your customers (or audience) a positive experience. “When I’m on stage, I give it everything I’ve got. I want the audience to leave feeling like they’ve gotten their money’s worth and experienced something real.” – Bruce Springsteen.Unfortunately, so many sales professionals forget this. The Importance of High EnergyBefore we dive in, let’s be clear. When I say “high energy,” I don’t mean “aggressive energy.” Coming in hot with your sales prospects will more likely make them run screaming than encourage them to do business with you. High energy is confident, enthusiastic, and captivating. High energy draws people to you and creates an element of safety (a necessity) in the sales process. High energy sales also:
Creates a Good First Impression – People make first impressions from quick, often unconscious, judgments. We may think we do or don’t like someone because of their clothing, mannerisms, or speech. But really, we are judging them on their energy. Research shows that one of the best ways to increase one’s likability in initial encounters is to “bring some positive, emotionally expressive energy to the encounter.”
Builds Trust and Confidence—If you approach a sales conversation with low energy, you could be seen as unsure of your abilities or your product. When you approach with confidence, the prospect feels like they are in good hands.
Drives Action – When you learn that someone has the solution to your problems, you want to get started immediately! Prevent potential customers from hemming and hawing over their decisions. When you are confident, they can be confident.
Builds Long-Term Relationships – People enjoy being around high-energy people, and now that we’ve built rapport and closed a sale, we can foster long-term relationships.
How to Increase Your Sales Team’s Energy LevelsNow that you understand the benefits of high-energy sales professionals, let’s discuss ways to raise the energy in every conversation.
Provide ongoing training. If a salesperson doesn’t understand their offering inside and out or have the skills to communicate it, that lack of confidence will seep into their conversations. With the right training, your salespeople will be excited to sell!
Create a pre-call (or meeting) pump-up routine. There’s a reason why boxers hype themselves up before a fight. The energy boost actually helps them perform better. Whether it’s doing a few jumping jacks or fist pumps before they go into a presentation, find out what gets your team members’ energy up and encourage them to create a routine.
Incorporate health competition. You’re not looking to create an environment where salespeople step on each other to get ahead. However, creating a game or competition can inspire your sales team to get excited, step up their energy, and close more deals.
Share the company’s bigger purpose. It can be difficult to sell widgets enthusiastically when you don’t understand how they factor into the bigger picture. Make sure your sales team knows how their role impacts the company and its mission and how whatever they sell improves the lives of their customers.
Support work/life balance. While working long hours and skipping time off may seem like a good way to attract more customers, it will undoubtedly backfire. To do their best at work, employees (and leaders!) must create downtime and self-care rituals to protect themselves.
ConclusionHigh energy is an essential element of a successful sales team. I am a true testament to this. I’ve built my whole life on engagement and infectious energy. It’s one of the things I’m known for in my presentations, and it’s why I always get repeat bookings. If you want to increase sales and improve profitability, it’s time to turn up the energy!To learn more about rockstar leadership and teams, visit https://marvellessmark.com/.
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