Emotional Endorsement: Do You Convey Passion In Your Sales Presentation?

My daughter sells Mary Kay Cosmetics.

Now, for obvious reasons, I am not the primary target clientele for most Mary Kay products.

And, yet, my daughter’s passion convinces me that her products solve most, if not all of, the world’s problems!

When I hear her sales presentation, I want to respond to it! (So if my lips look extra lustrous next time you see me, you now know why.)

I call this critical element of sales performance emotional endorsement.

We all experience emotional endorsement every day…

“You HAVE to see this new movie, it is the best I’ve seen in a LONG time!”

“…It was the best pizza place I have EVER been to. You MUST go there as soon as possible!”

“…I love every song on that album. Seriously, you NEED to hear this music!”

In sales, emotional endorsement refers to the degree of visibly demonstrable passion that a customer sees and feels while listening to a sales professional’s presentation.

When delivered properly, emotional endorsement naturally leads to a strong call to action—usually to purchase!

So let me ask you the million-dollar question here: How much of an emotional endorsement does your customer hear in your sales presentation?

If your answer is, “Probably not enough” then read on…

Top professionals always find ways to improve their presentations.

They embrace self-analysis. They repeatedly evaluate their performance, analyzing their technique, wording and body language.

Some even practice their presentation in front of a mirror over and over again (a practice that I highly recommend.)

So to get practical here, I want you to record yourself giving your sales presentation (use the voice memo app on your smartphone!) and then ask the following questions as you listen:

• What is your energy level? Do you hear passion in your own voice?
• Would you buy from you, based on passion alone?
• Are you as energetic in describing your product as you are in
describing a great movie or meal?
• Would you want a new hire to adopt your level of passion?

Enthusiasm is contagious…let yours shine through to your customer and you will change their world!