If you haven’t seen this month’s issue of A Chip Off the Block, this will be new (at least from me) – if you have this is actually a NEW topic… keep reading!
A B C D E F G H I J K L M N O P Q R S T U V W X Y Z is represented as:1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26.
8+1+18+4+23+15+18+11 = 98%
11+14+15+23+12+5+4+7+5 = 96%
1+20+20+9+20+21+4+5 = 100%
This is something I saw (that made me wonder who has the time to figure this stuff out) and started thinking What is most important to your sales success? Hence this month’s issue of A Chip Off the Block. One of my customers responded “BUT what about belief – no way is that only 34%!”
So today, let’s talk about belief & sales success.
I admit that the alphabet math was something that struck me – not what I completely believe is true in and of itself. Mike’s right – belief is a huge piece of sales success, let’s break it down:
- Belief in YOURSELF
Hands down, this is the #1 factor in sales success.
I probably shouldn’t stop there, the reason Belief in YOURSELF is #1 is that is where all belief begins for sales success. Inside your mind, your heart knowing that there is value in you as a person. All the things that make you YOU are what are important.
Let’s face it the first sale you make is not your company, product, service, or solution – those come after a prospecting buying into you.
- Belief in your company
Of course that doesn’t mean you don’t need to believe that the company you’re working for (regardless if you own it or not) is a good choice. Your belief in your company doing what they say they’ll do will come across in each and every thing you say. Plus your credibility is what is on the line (again they buy you first) when you make a promise or commitment to the prospect.
- Belief in your product/service/solution
As you move into selling ‘stuff’ – you know your product, service, solution – there has to be a belief that it is the right thing for that particular prospect.
If you’re not sure…. they will not be sure either. Ask insightful questions to learn what the prospect want and needs (because those are NOT the same thing) to figure out how your ‘stuff’ will fill them both. If you can’t perhaps it’s time to walk away from this particular business opportunity.
Maybe no one can do it all and you can figure out how to help them believe you are the best option. You can’t get there if you don’t believe it yourself.
- Belief in the business case
Here is a crazy idea – if you believe in yourself, your company, your stuff…. you still have to believe there is a good business case to achieve sales success.
I’ll share that I had a conversation where what I did filled a want and need my prospect had BUT there wasn’t enough ROI to actually justify doing anything. The cost of my ‘stuff’ to fill their want and need, didn’t give them a value either of us could monetize.
No finance person in the world will sign off on something UNLESS you don’t just believe but can prove the value to the company – cost of the stuff = positive #
- Belief in your ability to deliver
To some, this might seem like a duplication of either ‘company’ or ‘product/service/solution’ – I would disagree. There are times when you know you’re the right choice but your prospect’s expectations aren’t going to be met from a when perspective.
This is the perfect time to have an expectation conversation with the prospect – it will put you forward as trustworthy, not just a salesperson who will say or do anything to win a deal. Let’s face it – the worst would be to win THEN disappoint them.
I guess there is a lesson about belief itself after all…. share what you believe, if they believe you that is when you know the prospect will become your customer.