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I have a love-hate relationship with enthusiasm especially when it comes to selling
Love:
Remember the last time you went to a store and deal with a sales person who had the “whatever!” method of dealing with the customer? It’s irritating; we want to tell the person to quit if they hate that job so much.
Just the other day I had to go into one of those big electronic stores full of those sales representatives that are more interested in talking with each other unless you look like you’re going to buy a $2,000 audio system. It was a delight to finally be helped by someone who seemed to like his day, who wanted to talk about product options, and didn’t make me feel like he wishes he was anywhere else.
As a customer, enthusiasm makes me feel like I’m welcome.
It also engages me with the product or service. If the sales person is too flat or laid back, the whole exchange has no life and the product or service seems unappealing.
Hate:
I remember going to a car dealership…and just wanting to get out of there as fast as I could. Why?
Because I felt assaulted by the invasive, fake enthusiasm of the sales person. He didn’t give space to look, think, breathe. He bubbled on and on about the great features of the car instead of being attentive to what I wanted.
Feeling invaded in one downside of “improper” enthusiasm. Being on guard is another; feeling like someone’s being one-sided in their presentation of the facts.
What makes the difference
First, genuineness, of course. Enthusiasm is a burst of energy tossed out at us, and we are able to assess whether it’s real or forced.
We humans have this antenna for picking up a person’s vibe beyond his or her words, body language or facial expressions.
Second, respect. I may love my product or feel my service is really needed, but I need to remember that others may be on a different wavelength.
Genuineness and respect. Those two themes keep popping up when I write about success factors.
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