If not, it should. The law of conservation of energy states that energy can be neither created nor destroyed, but can change form. For instance, chemical energy can be converted to kinetic energy.
I’m calling (fecal matter evacuated from a male bovine) on this silly notion that one can’t ‘create’ energy. If you can’t create energy in your presentation, you’re wasting space. A true sales rep looks at this physics law, chuckles, and then pushes them aside like one would move a curtain out of the way of one’s view. Create the energy, transfer it to your client, and let the fireworks begin.
How does one create energy? Easy.
~Know what you’re selling
Having more than rudimentary knowledge of your product/service is imperative. When you know of what you speak, you concentrate on the delivery rather than struggle to remember details. When you know a thing or two about a thing or two, it shows in your presentation.
~Believe in what you’re selling
Knowing is half the battle, as the Saturday morning PSA used to pipe to American youths in the 80s. It’s true. If knowing is the weaponry, your passion for the product/service is your skill plus strategy. People are more perceptive than you think. Don’t truly enjoy what you’re selling? People WILL pick up on it unless you’re an Academy Award-winning actor, which you are not. Have you ever noticed how when one person talks about something they enjoy, say, music, they display an honest interest that rises above other casual topics. But inject their favorite band into the discussion and their eyes light up. Capture that enthusiasm and let it blow your client out of their chair as if you struck a barred Em on a Les Paul plugged into a Marshall stack turned up to 11.
Develop a routine, sure, but this isn’t a play that you perform every night. What I mean is that you need to have your basic approach down, and you should be prepared for all questions and rebuttals. When you have the backbone in place, the rest of the skeleton tends to hold up better. Get your rhythm and your flow on the same page as your knowledge and your enthusiasm.
~Put it all out there
If you leave anything on the field, you lost. Leave no stone unturned, leave no blade of grass untouched. Make each presentation the most important one you will ever have. Utilize your knowledge, your talent, your enthusiasm, and your energy to seal the deal.
Leibniz. Coriolis. Joule. Smart physicists all, true, but effective salesmen? Probably not so much. Stay tuned for part 2 of this mini-series, where I’ll explain the intricacies of the second half of the law of conservation of energy, energy transfer. Until then, be your own power plant!