Let’s get real here. You can spend as much time as you want on lessons in persuasion. You can memorize and practice every objection handling strategy that exists. You can get as motivated as you want. It doesn’t really matter what you do – if you don’t believe in your product/service, you’re going to have a hard time selling it.
You can be the most persuasive person in the room, but if you don’t actually buy in to the product/service itself, you’re probably going to have a difficult time finding success. At the core, you have to honestly and truly believe in what you are selling.
You will be more positive when you believe in the product/service. Remember the 3 E’s of Sales (energy, excitement, and enthusiasm)? They should mirror your actual belief in the product. The more trust you place in your product/service, the more enthusiastic and excited you’ll become. The more enthusiastic and excited you become, then prospect should also be feeling the same.
You will come off as far more genuine and authentic. Belief means that you will have more conviction about the product/service and will appear much more trustworthy & honest. To be genuine means that you truly and honestly believe that the product/service is best for the customer. If you have a hard time believing that your customers benefit from what you’re selling, how can you possibly be genuine and honest?
You will be more confident. As we all know, confidence is key. A salesperson who is confident in not only themselves, but their brand and company, will be far more successful than one who has no confidence.
You will be less likely to be dishonest. Dishonesty in sales is essentially the kiss of death. It might seem like an easy way to close deals, but will ultimately end with the ruin of your reputation, your brand’s reputation, and your success. Being dishonest about the brand or the product/service is rooted in personal disbelief in what’s being sold. If you honestly believe, you will not have to lie or fabricate anything.
You won’t give up when the going gets tough. Everyone goes through sales slumps – it’s just part of the business. It doesn’t matter how good you are – there will be a month or two where you get punched in the face and knocked down. If you believe in yourself, your company, and your product/service, you will have a much easier time getting back up. It’s all about mental toughness. You won’t give up, which means that you will find success.
You will enjoy your job. If you, deep down, believe that your product/service is amazing and that it’s perfect for your customers, you will have a much more enjoyable work experience than if you don’t. Job fulfillment and enjoyment is a huge part of success in sales & marketing. If you don’t like what you sell because you refuse to believe in it, you will be hating your job and will be only working for the weekend, which is not a good way to spend your week. We spend the majority of our lives at work – why waste any of it on something we don’t enjoy or believe in?
It all starts with belief.
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Author: Jason Karaman
Hello! I’m a marketing, sales, and customer service expert, trainer, author, and doer. I live in the South Carolina Lowcountry with my wife, Ashley. I enjoy reading (history, philosophy, and science are my favorite topics), writing, hiking, kayaking, and all things beach. For media inquiries, send an email to JasonKaraman@ExpertCaller.com