It is said that 90% of your communication is non verbal. That means, while you are busy speaking one verbal sentence to your customers, your body language and tone are speaking nine other sentences simultaneously.
The nine sentences spoken through gestures and tones naturally overshadow the one meek verbal sentence you put together after careful rehearsals. If you don’t believe in what you are saying, it will show through – whether you like it or not.
So, how can you sound convincing and look convincing?
The answer is simple. Take time to convince yourself about what you are selling. There is no other ‘trick’ to fake conviction.
If you are selling credit cards, pull out your wallet and see if you use the credit card you sell. If you sell insurance, ask yourself if you have bought insurance to protect your own life. You can’t run a restaurant, and then eat your lunch in the restaurant across the street.
Apart from the above, there are some more ways to increase your conviction in what you sell:
- Read every literature available on your product or service. Knowing more is the first step to loving more.
- Talk to all the happy customers and find out why they are happy with your product
- Talk to the highest producing sales people in your team, and find out how they do it
These steps should get you pumped up sufficiently to meet your next customer and win him over.
Finally, there is a simple test to know if your conviction levels are sufficiently high. The test is – “Do you feel genuinely sorry for the customers who have not bought your product, because they are missing something truly valuable?”
If your answer is “Yes”, you are ready to make your next call.
Happy selling!
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