Not Excited About Your Product? 3 Tips For Getting Emotionally Engaged

Have you ever been in a position where you had to sell something you weren’t very excited about?

If you have been in sales for a while, then the answer is probably yes.

Did you notice that you didn’t sell as much of that particular product as you did with products you actually liked or even loved?

It is human nature to promote what we personally enjoy or get excited about.

Since we have a natural inclination to “sell” what we get excited about, it begs the question: how do you sell a product you aren’t excited about?

The answer: “Get” excited.

I know that sounds extremely oversimplified, but let me share some tips for doing just that.

Back in 2005, a Fortune 500 home builder company asked me to help improve sales of their inventory homes (already built homes) in a specific community. When I arrived at the community, I met two cheerful ladies named Stephanie and Marianne.

I asked them several questions about the community, competitors, traffic, and inventory homes. When we got to the topic of inventory homes, their mood went from cheerful to dismal.

They told me that selling these homes was near impossible. The homes had the wrong carpet, terrible appliances, the floor plans were the worst ones offered, etc.

It was obvious they despised their product. No wonder these homes weren’t selling!

So I went to work coaching Stephanie and Marianne on how to move the homes and they ended up selling all of the inventory homes within the next two weeks!

Here are three tips I shared to help get them excited about selling products they thought were terrible…

1: Understand the Law of Opposites

The Law of Opposites states you cannot have an “Up” without a contrasting “Down”. You cannot have a “Left” without a “Right” and you cannot have a “Bad” without a “Good”.

They are all two sides of the same coin.

This being the case, where there is bad, there is also good.

Once you understand this concept, it allows you to execute the next step.

2: Ask a Better Question

Instead of asking, “Why won’t this product sell?” ask yourself a question that gets you focused on the positive side of The Law of Opposites.

Ask, “What about this product is great?”

Remember, you tend to find what you are looking for in life, so why not look for the good?

3. Increase Your Emotional Endorsement

Spend a significant amount of time focused on what is great about your product. Doing so will help you attain a peak level of Emotional Endorsement.

An Emotional Endorsement happens when someone is so excited about something that his or her enthusiasm becomes contagious.

Think of a movie you saw and loved and then excitedly told a friend, “You have to go see this movie!”

Find out how to craft a genuine Emotional Endorsement of your not so favorite product – even if you have to look at it through somebody else’s eyes to get there.

My wife often says, “There is a lid for every pot.” She’s right. There is a customer out there who wants to buy the very product that you would never buy yourself.

But you can only change their world if you get excited enough to sell them what they want!