What is charisma?
Before we look at whether salespeople can increase their levels of charisma we need to define it –
“Compelling attractiveness or charm that can inspire devotion in others”
Create devotion in others?
This sounds right up our street when dealing with potential customers.
And the exciting thing is, even if you come across more boring than watching a cow in a field eating grass for 12 hours, you can improve your levels of charisma.
Left vs right brain
Caroline Goyder suggests that the lack of charisma in the sales industry (especially complex B2B sales) comes down to how and when we engage prospects using our left and right brains.
Left brain – Analytical, numbers, facts
Right brain – Metaphor, stories, passion
Simply, we need to use our right brain more and be more creative with our sales pitches.
Prospects already know the size, function, speed, megabytes and everything else imaginable of our products.
They don’t want to hear a salesperson regurgitate what they’ve already read (and compared with your competitors products) on the internet.
They want you to take them on a journey, to add value and to be a real person.
“I attract a crowd, not because I’m an extrovert or I’m over the top or I’m oozing with charisma. It’s because I care.” – Gary Vaynerchuk
If they just wanted the product, they’d have bought it online.
We sometimes forget this and hide behind a suited, short back and sides corporate identity when the answer to improving our levels of charisma were obvious all along.
Just be human…
“But charisma only wins people’s attention. Once you have their attention, you have to have something to tell them.” – Daniel Quinn
And make sure you use the attention to close the deal, not just entertain the prospect.
The Expert
Caroline is the Founder and Creator of The Gravitas Method, and author of revolutionary new book, GRAVITAS, in which she reveals how to speak so others will listen.
Using simple techniques to build your natural gravitas, you will learn how to express yourself clearly with passion and confidence to persuade, influence and engage listeners.
Learn more – Gravitasmethod.com
For more expert sales training check out – SalesSchool.org
