The other night I watched a few performances on the Grammy awards show. Two acts really impressed me and captivated my full attention: Eminem and Mick Jagger.
Although I enjoy the music of both artists, it wasn’t their music that captured my attention. It was the energy they put into their respective performances.
I could the veins popping out of Eminem’s neck as he belted out his vocals and he moved constantly from one side of the stage to the other.
Mick Jagger bounced around like a teenager even though he will turn 70 in a few years. Plus, he gave the song everything he had.
What about you?
Do you give each sales call, meeting or presentation 100 percent of your effort?
Here’s what I mean.
- Are you fully prepared for each call or meeting? Have you listed the key questions you need to ask in order to move the sales conversation forward?
- Do you focus most of your energy on the other person rather than your objective?
- When you deliver a sales presentation are you making it about your prospect versus your company, products, etc.?
- Have you verbally rehearsed your presentation especially for the more important sales opportunities?
- Do you actually listen to the other person or simply wait for your turn to speak?
- Does your physical energy match your mental energy and vice versa?
- Are you making a powerful first impression?
- Are you physically drained at the end of the day?
Succeeding in sales requires more than selling skills. It also requires effort and energy. The more of each you put into your sales calls and meeting, the better your results will be.
