Belief

As you know from reading these entries over the last eight months, a great attitude is the foundation from which all of your success grows. It is not only what drives successful people, but also successful companies.

There are many different branches on the “Tree of Attitude” that successful people and companies use every day. For example, there is the branch of "positive attitude" that enables people to overcome any obstacle put in their way. There is the branch of "no problem attitude" that successful salespeople and companies project to their clients, which conveys that no problem is too big or unsolvable. And then there is the branch of "belief" which is so powerful, it makes other people want to flock to us.

These are the three “belief branches” that grow out of the “attitude tree” of every successful salesperson in the world.

1. Believe in yourself – If you don’t believe in who you are and what you do, don’t expect anyone else to believe it. Successful salespeople believe they are the best at what they do and believe their clients truly benefit from dealing with them rather than their competition. Let’s face it: Most competing companies are pretty similar in their product lines and prices. The one thing that makes a company truly unique is the people.

2. Believe in your company – Successful salespeople believe their company is the best in the industry. Their belief is so strong that when a prospect or client buys from the competition, the successful salesperson really believes they have done that prospect or client a horrible disservice by allowing them to buy second best.

3. Believe in your product or service – A HUGE obstacle stopping salespeople from increased client base; larger sales; more referrals; and, repeat business, is that far too many salespeople really don’t believe in their product or service. It’s as if they’re afraid to ask people to buy. As an example, I always ask Life Insurance agents how much life insurance they personally own. That tells me; 1) how much they believe in their own product and, 2) how much insurance they sell, because most agents won’t sell more than they personally own, believing that’s all most people need: but isn’t that a terrible injustice to the clients and the families who need more than that?

A strong belief in ourselves and our abilities, along with an unwavering commitment to the quality of our company and its products and services, will enable any salesperson to close more sales; close bigger sales; increase market share; and most of all give us the courage to constantly sell clients what they need rather than what they want.