Everyone can sell a policy if the premium is cheap enough or if what is being sold is something people canAca,!a,,ct live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of options available to them regarding what they can buy. Therefore, in order to close the sale, it becomes necessary for us to stand out from other salespeople. One of the best ways to be different is by displaying confidence.

A powerful sales tool that many of us overlook is our personality. It positively and negatively influences far more sales than we will ever admit to. I firmly believe that you should use your personality to impact every sales call. Aca,!A"CPPAca,!? is a concept I often teach to sales groups. It stands for Aca,!A"Confidently Passionate PersonalityAca,!? and it means to use your personality with a level of passion and confidence that allows the client to believe you are genuinely interested in them and their success. Although itAca,!a,,cs not rocket science, it is a critical idea that is often neglected and is very useful in helping you gain sales over your competition.

Note that in order to successfully use your personality on a sales call, you have to be confident in how you can help your customers. Unfortunately, many agents are simply confident in what theyAca,!a,,cre selling, not in their ability. ThereAca,!a,,cs a big difference. When youAca,!a,,cre confident in what youAca,!a,,cre selling, it means youAca,!a,,cre putting more emphasis on your policies or services than you are on your customers. This misunderstanding eliminates a large number of salespeople from being able to use their personality to positively influence their ability to close. Confidence should not come across as manipulation. IAca,!a,,cm sure we all know salespeople with infectious personalities that use them to bulldoze their way through with customers. On the surface, theyAca,!a,,cre very successful, at least for the short term. However, those who have a manipulative personality will lull themselves into a false sense of security when, in reality, theyAca,!a,,cre destroying their long-term sales potential.

A confident salesperson is willing to take the time to find out what the real needs of their customers are. They donAca,!a,,ct jump at the personAca,!a,,cs first comment and try to close the deal. Their genuine interest helps expose the underlying needs that the customer may otherwise not be willing to share. Confident agents believe so strongly in themselves and their ability to help that theyAca,!a,,cre not concerned with making a quick sale. Rather, they want to make a great sale, which is usually much bigger and more profitable than a quick one.

Furthermore, when youAca,!a,,cre genuinely confident in yourself as a salesperson and how you can help people, itAca,!a,,cs impossible to keep from showing your passion. The word Aca,!A"passionAca,!? is usually heard in the context of someone being avidly in love with another person. This is not what IAca,!a,,cm talking about. The Aca,!A"passionAca,!? that IAca,!a,,cm referring to is showing genuine care and concern for helping the customer. This means that youAca,!a,,cre willing to not only take interest in what they are telling you, but to also dig deeper, even if it takes you down a line of questioning you had not planned on. The true test in demonstrating passion towards a customer is if after youAca,!a,,cve determined their needs and discovered that they are not in line with what you are selling, you would be willing to refer them to someone else. ThatAca,!a,,cs passion! Yes, it may mean giving up a sale, but I guarantee that if you truly are passionate towards your customers, youAca,!a,,cll end up with far more sales in the long-run than the person who is not.

Finally, to successfully use your personality as a sales tool, you must be someone that people like to associate with. Negative or self-serving personalities will not see positive results. Your personality must be upbeat in both actions and words, and should be complimentary to everyone you come in contact with. Attractive personalities do not get easily upset with issues, are willing to help find solutions, and are optimistic. They are inviting rather than exclusive, and they cause others to be willing to share openly. Very simply, an attractive personality is one you would like to hang out with.

To determine your level of confidence, ask yourself the following two questions.

Aca,!c Do clients call you for information that goes beyond the policies you sell?

Aca,!c Do clients willingly refer you to others?

Although they are simple questions, the responses they elicit can quickly tell you if your personality is confident, but not arrogant.

Having a Aca,!A"Confidently Passionate PersonalityAca,!? is not something every agent can achieve. However, for the vast majority, it is attainable if theyAca,!a,,cre willing to show genuine interest in their customers. The questions they ask and the service they provide will allow their personalities to be the effective sales tool that differentiates them from their competition.

Mark Hunter, Aca,!A"The Sales HunterAca,!?, is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, A,(C) 2008