How to Win in Sales

Stimulator: Your strength is your enthusiasm. You bring passion and energy to clients and their projects.

• You are good in a room. Your energy, your smile, the tone of your voice—all of these are more powerful when I can actually see you. Do whatever you can to secure a face-to-face meeting with me.

• Celebrate my successes with me. Help me know what my successes are. Help me know what we should celebrate together. Help me know how.

• Your gift for creating energy stimulates me to refocus and move forward. When there is a break in momentum— and there always is—you bring the passion I need to rekindle the fire.

• You look for what’s working. Your outlook is ever inspiring as you weather challenges in serving me, a (sometimes) demanding client.

• At times I may misinterpret your enthusiasm as insincere. Support your superlatives with facts so you are not viewed as a Pollyanna. And always attach your recognition and celebration to legitimate, measurable successes.

• Seek opportunities to sell in high-visibility scenarios: showrooms, trade shows, formal presentations, wherever there are lots of lights, action, and people. The stage will help you tap into your most creative and engaging self and in turn, help you sell.