“If you’re not passionate about your product, why should your prospect be.”
Well…
Actually, not quite.
Passion is hailed as a “must have” in sales. Sales, after all, is the transfer of passion (many argue).
They’ll follow this up with, “If you’re not passionate about your product, why should your prospect be.”
Here’s the problem – passion in sales is poorly defined.
Passion (in modern definitions) is actually uncontrolled emotion, or desire (like, love, joy).
If we’re talking about the desire to help someone, then yes, you need passion.
However, that’s not what’s taught.
Instead, passion is conflated with enthusiasm and excitement – two emotions that create intensity and urgency.
These don’t engender trust from a prospect.
The heavy emphasis on passion also moves the locus of the conversation to the product or service instead of the prospect.
This is never good.
Selling is not the transfer of passion – it’s the transfer of power.
- Empowering your prospects to do things they couldn’t do before
- Equipping your prospects with tools to solve problems
Harness your passion to create the space to empower & enable your prospects to get to where they want to go.