How selling passionate products help you to sell better
Selling passionate products
In order to sell do you have to be passionate about your product(s)?
If you have some or a lot passion for the products of the company your argumentation and pitch will be ardent and much more from the hart: the passion is apparent.
Do you sell the products of the company or do you sell your products ?
Although the products or solutions belong to the company you identify them as
‘your products’. This is a major difference and indicates your passion for them.
If someone attacks the company products or ‘your products’, your reaction will be much more profound in case of ‘your products’.
If you aren’t passionate about the products you are selling then:
- Your leads, prospects and customers will notice and that will reflect in your sales.
- Nobody else will be passionate about the products and buying on price.
- Customers will not tell their friends and peers about them.
A big commission of a product will not make anybody passionate about that product as it will only increase the hard selling methods employed.
Having passionate salesmen has its’ advantages.
What are the requirements in order to:
- Become passionate about them
- Have the company products become ‘your products’?
Requirements for passionate salesmen
The products you sell should be:
- Outstanding: not always possible as this space is limited in any market
- The best quality for a fair price: the best to aim for
- Differentiate from the competition: without you have to sell a ‘me-too’
- Being successful with selling them: you will love well selling products
- Involvement in defining the need, demand or the problem the product solves: early involvement.
- Involvement in the development of the product: involvement in the creation
- Involvement in the product management of the product: involvement in the product life.
- Making you proud: there is more in life than commissions and company car
Most founders and executive managers are passionate about their products due to their involvement from the early stages of the product. They are probably the most capable to sell if they are able to limit themselves to a short pitch.
Maybe salesmen should get involved early in the definition and development stages of the products too.
How passionate are you about the products you sell ?
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