Your Most Potent Sales Weapon

SALES IS A LAGGING INDICATOR.  BELIEF IS THE LEADING INDICATOR.

In the words of Henry Ford:

IF YOU THINK YOU CAN’T OR YOU THINK YOU CAN’T YOU ARE RIGHT! 

Sizzling sales success comes from an inner confidence that compels your prospects to buy from you

 And it arises from the way you think—so your most potent sales weapon is your mind—and you can program it for success!

 Sales Sizzlers have total belief and conviction in themselves, their products and their ability to win!  They exude that confidence in spades.

Many people wrongly believe confidence is a social construct.  The more sales you win the higher your confidence.  And, if you lose a deal or two your confidence wanes, right?

Here’s the problem.  You have now tied your confidence to the market when in reality it exists just in your mind.

It does not matter whether you win or lose.

Go to battle every day believing you can win.  Believing you are the best.  Believing your company and services are the only solution your prospect needs.

That way you will always perform at you best.  It does not matter whether you win or lose.  Confidence and unshakeable belief is contagious.

 Here is the thing—there are two main thinking machines in your brain—one is logical and deals in language and reason.

But your emotional brain or limbic system is where decision making occurs.  And it does not understand language.  It makes emotional decisions. And emotions drive actions

So you have to convey feelings of success to your prospect—which is fueled by your own belief system.

 Let’s consider how you think changes your destiny by considering a new commercial construction bid that has been posted on the Bid Board.

 The Bid Board displays a reality—there is a new bid.

Our salesperson on the right thinks there chance of winning will be low.  There will be a lot of competition and so thinks going with a low price may be necessary.

This thought pattern creates a feeling in the limbic brain—one of uncertainty. 

These feelings drive actions.  The salesperson tries to over please and may accept difficult terms.

Actions determine results.  The prospect sense the salesperson is on the back foot and offers “Last Look” and the salesperson discounts further—winning the bid but destroying the margins.

The salesperson on the right sees the same facts on the Bid Board.

He believes he is the best person to make this prospect successful by creating the best bid that will deliver value and mitigate risk.

This thinking or belief drives a calm and assured confidence.

These feelings drive a very different set of sales conversations and actions.  He challenges the prospects thinking, unafraid he will upset them, rather knowing this process will create a better outcome.

These actions create a different result.  A higher margin sale and a relationship that will serve to reap additional future work.

So when you chose positive empowering thoughts over limiting beliefs your chances of winning rise significantly.

REMEMBER—SALES IS A LAGGING INDICATOR

BELIEF IS YOUR LEADING INDICATOR

BELIEVE AND ACHIEVE!

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Also, check out my new book:

The Ultimate Formula for Winning Work With General Contractors.

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