Evan Carmichael argues that genuine passion and confidence beat every scripted sales technique. He uses Sam Walton's line that "passion is like a fever" to show how authentic enthusiasm spreads to prospects. How you say something matters more than what you say because buying decisions are emotional.
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The most important sales technique if you want to land new business for your company is to have passion and confidence. Hi, I'm Evan Carmichael. I believe that hungry entrepreneurs deserve help, and out of curiosity, I recently did a search looking for sales techniques online, and it's amazing to see how many techniques there are, how many different names there are for things, from the puppy dog close to pour on the honey to to negative reverse selling. There's tons of different options out there for you, but none of them will work if you don't passionately believe in what you're doing and have the confidence to know that your product or service will genuinely help people. And that comes across when you're talking to somebody. If it sounds like you're reading from a piece of paper or trying to memorize something, it's not going to work. If you don't passionately believe in what you're doing, then how can you expect somebody else to believe in what you're doing? It can't sound like you're just trying to memorize a script. The way to handle objections is not to hear what people say and then find out on your script where it is and give them the right answer. It's not so much about what you say, it's more how you say it. Sam Walton, who's the founder of Walmart, used to say that passion is like a fever. If you're passionate and if you're confident, then other people around you will become passionate and confident. They'll catch it like a fever. If I came on this video and I said, "Hi, I'm Evan Carmichael. I help entrepreneurs, and I believe that passion is really important when you're trying to sell customers and bring on new deals." Is that going to convince you? Probably not. You're going to shut off the YouTube video, say this Evan Carmichael guy doesn't know what he's talking about, and move on to somewhere else. And that's what's going to happen to you in your sales pitch. Customers will leave you. They won't give you the opportunity because it doesn't sound like you have the confidence or passion in what you're selling. Buying is an emotional decision, so you want to get them emotional. You want to get them to believe in what you're saying. So think about your own pitch. When you introduce yourself to somebody, how are you saying it? Not so much what you're saying, but how are you saying it? How is your delivery? Try to tap into something deeply emotional and personal. You started your business for a reason, right? It's not just to make a lot of money. You started your business because you have a passion for what you're doing. I hope you do, or you're in the wrong business. You've got to let that out. You've got to showcase that. You've got to be master class, one of the best in the world at what you do, and you have to have the confidence to know that you can help people solve their problems. I hope you apply it to your business. Good luck. For those of you watching, if you like this video, please give it a thumbs up below. It makes me want to do more for you. And if you have a comment about this video or question for your business, I'd love to hear from you in the comment section below. Thank you, and I'll see you on the next episode.
