BELIEVE- develop a four part belief system that cant be penetrated

 If your at that stage in your current career where you simply art hitting numbers, this is the time of year to take a step back and evaluate why that is. Is everyone else doing ok? is it just you? what are you doing wrong? One thing I personally have suffered with over the years is self belief, and belief in the product. Ive sold machines that in the beginning i believed were the best thing since sliced bread, you sell loads, then all of a sudden you start getting calls from angry clients, " The machine is broken, the engineers promised to turn up and they haven't, that was last week"!! Then what happens, belief drops off and you start looking at other things, you lose belief, become mediocre and just get by. But who wants to do that right? You have to get back to basics, forget the negativity and start again. From a sales perspective, i have often gone through the following process, i hope some of you find it helpful!

 First and foremost, you MUST believe in your COMPANY, your PRODUCT and YOURSELF or you wont sell.

You must believe that the customer is better off buying from you and what you sell. The most important person in the world in this equation is you.

It is your personal belief system that will determine your sales success and fate. This applies not only to your sales cycle and selling process, but also your career. Going back to films like ‘Boiler Room’, Act as if. Act as if you are the CEO, act as if you earn 500k a year, act as if you have an enlarged manhood!! . Do what ever you have to do to mentally prepare yourself. Too many sales people are only looking at the money that will earn from the sale. If you want to succeed in your career, you have to believe in the company that you represent, and believe that it is the best company in the market providing the products that you are trying to sell.

Again, you have to not just believe in the company, the belief structure must also stretch through to the products you sell and the delivery, and that these products are the very best solution for the customer. You have to believe that you can differentiate yourself from the competition, and that through the use of testimonials your product and its delivery is what you say it is.

The first sale is made by the salesperson., the customer must buy from you before they buy from the company. In order to make this happen, you must BELIEVE in yourself! To sell the product, you must sell yourself. People buy from people they like and have some form of common ground with that is established early on in the sales process.

Self believe will be evident in the passion that you create in your presentation as you present to the client. Your self-belief will be evident in your enthusiasm and in your abundant self-confidence. This self-belief begins with your mindset; your belief is in your head, the same way as the sale is in your head.

The glue that binds this together are the first three elements of belief (company, product and self) is the belief that the customer is better off buying from you. That the customers perceived value, productivity, ease of use, profitability, and perceived win are greater with you and your products/services than any competitor could ever hope to offer.

Action: Come up with four ‘Why’ questions.

Why do I believe in my company?

Why do I believe in my products?

Why do I believe in myself?

Why do I believe my customer is better off purchasing from me?

To master belief takes time. Developing your self-belief is a combination of how you feel, how your company executes and how the product performs. As success expands, your entire belief system deepens. The more the customer loves the product and us, the more we love to sell it. Our customers will help us to deepen our belief system so that it becomes impenetrable.