The 3 E’s of Selling That Will Supercharge Your Sales

  

Sales doesn’t have to be boring. You can easily bring excitement into your selling practices if you just inject the three E’s of selling into your sales. Remembering these three tips, provided by Bryan Flanagan through his book Encouragement for the Sales Professional, will supercharge your sales and make them less of a chore and more of an exciting, rigorous experience: 

1. Energy

Something that is well-known but oftentimes forgotten is the basic reality of human nature that says “we need energy to start and complete tasks.” Yeah, yeah, we know that you know this. However, it is incredibly important to constantly remember the importance of energy. Get enough sleep at night. Eat right and exercise. Take cognitive steps to inject energy into your life. “Set yourself on fire with enthusiasm and people will come from miles to watch you burn!”

Set yourself on fire with enthusiasm and people will come from miles to watch you burn!

2. Ego-Drive

All salespeople have a little bit of an ego. If they didn’t, they probably wouldn’t actually ever sell anything! Yet an ego can get in the way of an effective sale faster than it will help you to sell something… unless you channel your drive through your ego. “Ego-drive triggers your will to succeed.” When you have an ego, you have something inside of you that helps you bounce back when you face rejection. This is not bad. This is good. It means you believe in yourself – and self-belief is something all salespeople need to have in order to succeed. “Ego-drive translates into confidence – not conceit.” Use that drive, use that confidence, and use that determination. It will be your biggest foundation when you face sales objections, when you fall into holes you don’t believe you will ever be able to recover from.

Some people succeed because they are destined to succeed, but most people succeed because they are determined to succeed.
3. Empathy

The final way to E’s into success is by connecting with others. “We are not on this earth to see through people. We are on this earth to see people through.” Flanagan reminds us that one of the keys to succeeding in sales is remembering that in sales, we are there to guide people through a process. We are not there to tell them about the policies and procedures of our job as salespeople, but rather to connect with them in a way that will allow people to realize that we care. When you “sincerely care for him, you can empathize with him.” Empathy will build trust, which will build a connection, which will make all of your sales with the person easier and a better experience.

We are not on this earth to see through people. We are on this earth to see people through.