Don’t just say things. If it’s worth telling a customer, it’s worth stating it with conviction.
I’ve been on this bandwagon for a long time now. How do you ever expect anyone to believe anything you’re saying if you say it with a weak voice or unsure body language? An expression I like to use is, “Your confidence creates your profit.” When you can confidently express yourself, people will be more likely to accept what you’re saying, will not pose as many questions, and will be willing to buy sooner. When you can speed up your selling process (even if you don’t get a higher price), you’ve still increased your profit by reducing the amount of time it takes to complete a sale. This is one of the key reasons why I tell sales managers how important it is to hire people with a great attitude. They can always teach them the product knowledge they need.