THE MOST IMPORTANT SALE EVERY BUSINESS LEADER MUST MAKE EVERY SINGLE DAY
Simon Bowen
Codifying Your Unique Genius Into Powerful Visual Models | Founder of The Models Method | Speaker, Advisor & Author | Host of "The Wisdom Of..." Podcast
The Most Important Sale Is To Your Team
Business leaders are salespeople.
Their first job every day is to sell the team on the value of what the company does and the reasons why the company deserves the right to be able to sell that product or service for money.
It all comes down to confidence.
The Moment Of Sales Conversion
Your prospects are shopping around the market place out of curiosity to see who can help them, tension to try and get their problem solved and desire for the outcome when that problem is solved.
In these early emotional movements of curiosity >> tension >> desire, they are talking with you and others to see who and what makes the most sense to them.
The point of conversion occurs when your prospect gains confidence that you and what you offer will work specifically for them.
In that moment of real confidence, the prospect’s focus shifts from “who can help me and what solution do I need?” to “I know you can help me, when can we start, how long will it take and how much will it cost?”
They have already converted to the value of what you do, now it’s about commitment.? From here on in, how you handle price and timing will either reinforce the sale or undo it.
That moment of conversion is shown graphically below:
In the complex sale HOW is just as important as WHY!
The emotional movement of conversion is confidence!
The Comparative Confidence Ratio
Confidence is a funny thing.? In an increasingly AI curious world, people are starting to wonder what will be the main human input into any activity.
AI can accelerate concepts, constructs, content, calibration and communication, but some things are likely to remain uniquely human for a while still - context, character, conscience, confidence and competence.
Now AI is a whole other newsletter, but I want to focus on the uniquely human quality of confidence.
There is a Comparative Confidence Ratio between your staff and your prospects.
Basically, it is hard for your prospects to have a confidence level about your company and the solution you sell, that is higher than the confidence level your own staff have about it.
Look at the graphic below:
If your team has anything less than 100% confidence about your company, the leadership of the company, their colleagues, the motivations of the company, the solutions the company provides and the results your clients experience, it is subconsciously difficult for the prospect to rise above that confidence cap.
The prospect's subconscious due diligence will sense it.
If at the same time, your nearest competitor has a higher level of confidence in place, it will exert an underground “pull” on your prospect.
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Prospect’s gravitate towards the point of greatest confidence!
The First Sale
As a leader, team confidence is as important to sales as a positive culture is to performance.
The first sale that must be made everyday is from the leader to the team.
That sale needs to make the team proud of everything about the company and the difference it makes.
The currency of that sales is confidence.? When you make the sale successfully, they pay you with confidence.
Do a self audit.
What do you do, everyday, early in the day, to cascade the confidence sale down through your business.
Do you go into work, jump on your computer and start answering emails, or do you engage with your team and build up their self-belief and company-belief for the day?
Do you have a leveraged back-channel (Slack, Voxer, Whatsapp, etc) to everyone in your business, that allows you to reach everyone, even if for just a moment, to let them know how important they are and how important the work is that we all do together?
How much thought, effort and deliberate intention do you put into this most important, first sale of each and every business day?
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Organic Lead Strategist ? I help business owners do what they love with more clients. I can show you how to generate 1 -3 warm leads a week without spending a dollar on ads, <Organic Google Lead Generating Machine>
1 年I agree, Simon! A leader who is able to sell themselves on their vision and ability to succeed can create a positive and empowering culture that can help their business thrive. Thank you for sharing this. ??
CEO - Founder’s Go2 | Founder x 5 | Best-Selling Author | Advisor | Investor
1 年So true that the prospect's subconscious due diligence can always sense the lack of confidence in the sales person. Making it difficult for the prospect to rise above that confidence threshold. Important to be authentic. Confidence doesn't have to mean - know it all.
Helping businesses skill up and innovate with Power Platform ?? Certified trainer: Power Pages, Automate, Apps & Copilot Studio ??
1 年I agree, that the most important sale every business leader must make daily is to themselves - to believe in their vision, their team, and their ability to achieve their goals. Thanks for the post, Simon!
?? Visual Storyteller - Investor Pitch Decks - Sales Presentations - One Pagers - High-Stakes Presentations - Videos
1 年Agree Simon. Indeed I think everything we do is around selling - either we sell our ideas to them or they sell theirs to us.
Being in business does not need to be so hard and you deserve to live an enjoyable life. A business that runs profitably without you |Strategy Implementation Specialist |Business Advisor & Mentor|
1 年Very well said, Simon. A business leader's success heavily depends on the team's commitment to the company's goals and values. Without a team that is motivated and driven to achieve the company's goals, the leader will struggle to make progress.