Are Your Salespersons Passionate?

If you’ve ever sat and watched a TV infomercial for more than five minutes you have to admit that, even if you don’t need the item they are selling, you are tempted to consider buying it. What makes them so persuasive? Aside from the fact that they have everything staged to perfection to make the product look easy to use with amazing results, it is the main actor’s passion about the product that really sells it. Some individuals are better than others at ‘selling’ the product. Oftentimes, it is the inventor himself or herself that is describing the product. Their own pride and belief in the product they created clearly comes through and is ‘contagious’ to those viewing the segment. It is this passion about the product that moves the listener to feel that they need to have it.


True passion cannot be faked, but it can be more fully developed. I’ve had the pleasure of knowing several salespersons that were passionate about the products they sold. They were all very successful. They were truly convinced that the products they were selling were far superior to the competition and that positive attitude was reflected in their selling techniques. Their customers bought from them, because they wanted to buy the best product available and they made it clear that their product was it.

If you want successful salepersons, you need to educate them about your product until they understand it well enough to be passionate about it. They need to truly believe that they are selling the best product available and know what makes it the best. Passion is contagious, spread it around your sales team.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at http://www.neminc.com/.