Are You Feeling It?

If I know a current slang phrase, it probably isn’t current anymore. In the heat of several discussions with friends, I have heard the phrase uttered, “I’m just not feeling it.” To capture one’s agreement on a deep level, it is apparently important that I am “feeling” it, you or something.

When it comes to sales, it is important that people are experiencing the emotional significance of doing business with you. They need to feel it. It has been said before that people buy emotionally and justify rationally. Your clients need to have an experience of what you offer that is more than the statistics of price or volume. Every good presentation builds not only with information, but with information in such a way that the client has the opportunity to build excitement. Carefully choosing words that allow the benefits (colors, newness, easy of use, increased speed) of your product or service to be experienced is a tool of the seasoned sales person. They need to ‘feel’ it.

Do you feel it? More important than the planning we might do to include sensational words to incite emotion and feeling in our presentations is the attitude with which we experience our work. If I am not excited about my company, solution, product or service then how can I expect someone else to feel excitement? Are you feeling it?

Today do a belief and conviction check-up. Revisit why you chose to do this job. Play back the days that brought you into this position, or industry. Are you still a believer in what you are doing? Is the solution or upgrade you are offering something that you really believe is best? You must feel it - the significance of your profession and service - in order to sell it.