Last week I shared the math of the alphabet which shows
- H-A-R-D-W-O-R-K at 8+1+18+4+23+15+18+11 = 98%
- K-N-O-W-L-E-D-G-E with 11+14+15+23+12+5+4+7+5 = 96%
- A-T-T-I-T-U-D-E being 1+20+20+9+20+21+4+5 = 100%
- D-I-S-C-I-P-L-I-N-E also adding up to 4+9+19+3+9+16+12+9+14+5=100%
When I shared the idea with one of my coaching clients, he responded;
“BUT what about belief – no way is that only 34%!”
I admit that the alphabet math was something that struck me – not what I completely believe is true in and of itself. Mike’s right – belief is a huge piece of sales success, let’s break it down:
B-E-L-I-E-F
- Belief in YOURSELF; Hands down, this is the #1 factor in sales success.
I probably shouldn’t stop there, the reason Belief in YOURSELF is #1 is that is where all belief begins for sales success. Inside your mind, your heart knowing that there is value in you as a person. All the things that make you YOU are what are important.
Let’s face it, the first sale you make is not your company, product, service, or solution – those come after a prospect buys into you.
- Belief in your company
Your belief in your company doing what they say they’ll do will come across in each and every thing you say. Plus, your credibility is what is on the line (again they buy you first) when you make a promise or commitment to the prospect.
- Belief in your product/service/solution
As you move into selling ‘stuff’ – you know your product, service, solution – there has to be a belief that it is the right thing for that particular prospect.
If you’re not sure…. they will not be sure either. Ask insightful questions to learn what the prospect wants and needs (because those are NOT the same thing) to figure out how your ‘stuff’ will fill them both.
- Belief in the business case
Here is a crazy idea – if you believe in yourself, your company, your stuff…. you still have to believe there is a good business case to achieve sales success.
No finance person in the world will sign off on something UNLESS you don’t just believe but can prove the: value to the company – the cost of the stuff = positive #
- Belief in your ability to deliver
This might sound like a duplication of either ‘company’ or ‘product/service/solution’ – I would disagree. There are times when you know you’re the right choice but your prospect’s timeframe for delivery expectations isn’t going to be met.
This is the perfect time to have an expectation conversation with the prospect – it will put you forward as trustworthy, not just a salesperson who will say or do anything to win a deal. Let’s face it – the worst would be to win THEN disappoint them.
Perhaps the true answer is to start with a healthy amount of belief AND combine it with: hard work, knowledge, attitude, and discipline – to create sales success.
Remembering to believe,
Lynn