Earlier this year I keynoted at an event. Before I got up to speak the CEO was going to say a few words about the company.
He was going to talk about their incredible growth journey and what the company meant to him, but instead he just stood there. His face got red and blotchy. He tried to talk and couldn’t. He coughed a few times.
He turned his back to the crowd to pull himself together.
Still nothing. He just couldn’t get it out. He was too emotional about something that mattered so much to him.
This is what all successful people have in common. Not crying necessarily, but passion!
Imagine the dispassionate, slightly bored:
- Rock star
- Tech billionaire
They’re not out there!
Sure, passion may look different for different personality types, but they’re all deeply invested, and deeply passionate about what they’re doing.
I’ve always believed that, at bottom, sales is simply the transfer of enthusiasm.
That’s why when I was advising a client this week on an important pitch he was making, I suggested he end with emotion, not reason.
We make buying decisions based on our emotions, not our reason.
You bought the Tesla because:
- You’re going to save a bundle on fuel
- Maintenance costs are low
- It’s good for the environment
- Money is cheap right now and justifies the cost
But that’s not why you bought it. You bought it because it looks so cool, and it makes you feel cool to be on the cutting edge of technology, and you love knowing that your car has ‘ludicrous’ mode.
You justify the purchase with reason, but you buy because of emotion.
In fact, every discretionary purchase you make is decided by emotions.
That’s why retail sales is all about energy. Energy stirs emotion. If a store is empty and quiet, you don’t feel like buying. If it’s stacked full of product and filled with people and action, you buy more.
So whatever you’re doing, you start with ‘reasons.’ But you end with emotions. Reason persuades, but only emotion motivates.
If you’re a speaker, activate people’s emotions. If you’re a team leader, let your emotions come out. They’re there; don’t hide them.
They won’t remember what you said, but they’ll remember how you made them feel!
“I have no special talents. I am only passionately curious.”
PS: If you enjoyed this tip, here are some others you might like too:
- Sure-fire ways to irritate each of the four DISC personality types https://www.professionalleadershipinstitute.com/resources/sure-fire-ways-to-irritate-each-of-the-four-disc-personality-types/
- The 4 key motivators of every worker – which one is yours? https://www.professionalleadershipinstitute.com/resources/the-4-key-motivators-of-every-worker/
- 5 guaranteed ways to be happy in your job https://www.professionalleadershipinstitute.com/resources/5-guaranteed-ways-to-be-happy-in-your-job/
- The top 5 clanger statements to never say when firing an employee https://www.professionalleadershipinstitute.com/resources/the-top-5-clanger-statements-to-never-say-when-firing-an-employee/