In my previous articles, I talked about why "good enough is not good enough" anymore, the importance of selling from a "10" and why you have to take responsibility for your own success no matter what your clients, your colleagues, the economy or life have to throw at you. These simple principles separate great salespeople from merely good ones all around the globe. And these principles have also made a massive difference for me in my life. Today we are going to be talking about one that has probably made even more difference...
The power of belief.
You've probably heard someone say something like, "What we believe, we can achieve." They were probably right. Beliefs are feelings of certainty about people, events and things, such as, "Our product is over-priced," or, “I am not a very good presenter.” They can have a dramatic impact upon our sales and our lives.
For more than the last decade, I have worked with sales professionals and business leaders helping them to be more motivated and sell more. Many of them ring me up to tell me of their amazing successes and I always ask them what made the difference for them. They give me many reasons but one of the main reasons is a change in belief. Something happens that causes them to change what they believe.
In sales, there are many beliefs that can hold us back. It's not that they are right or that they are wrong. I am not judging anyone and neither should you. The main question is whether they empower us to achieve what we want to achieve or disempower us and hold us back. If you believe that your fees are too high, all someone has to say to you is, "You're too expensive," and you are beaten. You will either negotiate dramatically or give up. Either way, you will likely exit the conversation saying to yourself that you knew that your fees were too high and using the client as proof to support your belief.
Over time, individuals start to distort, delete and generalise beliefs to support their existing belief set thus creating the saying that, "We see what we believe but we do not necessarily believe what we see." For this reason, the successful challenging of even one limiting belief and the replacement of it with an empowering one can create a quantum leap in the results of an individual in any area of their life. Typical limiting beliefs for salespeople may be around the economy, their sector, their clients, the cost of their services, their territory, their management, their ability... you get the idea.
If you want to be a sales rockstar, you need to find and challenge your limiting beliefs, replace them with superstar beliefs and then provide your mind with powerful and ongoing evidence to support them.
Ask yourself, "What do I need to believe to be the best salesperson in my industry?" Find people, evidence and stories to support these and make the development of a powerful belief system part of your success story.
Have a great week and sell with passion.
By Gavin Ingham, sales speaker, executive coach and an avid seeker of sales excellence. He is the author of several books including “Motivate People”. Gavin helps businesses and sales professionals be the best that they can be.
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