Your Level of Conviction

You Truly Convicted?

What’s your current level of conviction about your industry and the products you offer? Do you believe 100% in the industry you represent? How about the products you’re offering?

There’s a maxim in the sales industry, “You can’t sell from an empty wagon.”  What does that saying mean to you?

The idea it conveys is that if you want to excel in the sales profession, you must have something of value to sell (or at least believe you have something of value.) Potential clients must perceive that value before they will trade you their money for it. It is even more important that you, the sales professional, perceive and believe in that value first.

Do you think it is possible that some salespeople sell products or services they don’t believe in? The truth is that many salespeople are not fully convinced of the value of their products or services, of their pricing structure, that their company provides quality customer service or has the best interests of their clients in mind, or that their sales manager or company management is competent.

What do you believe about your company and your industry? This is time for some serious thought. Your level of conviction about what you offer to clients and potential clients directly affects your compensation. In fact, your compensation is a mirror reflection of the amount of service you give.

Most people can’s provide good service if they don’t believe in what their products do for their clients. Your level of conviction also directly affects your job satisfaction. It directly affects your internal access to your sales potential. If you don’t feel great about what you do, you will subconsciously limit your ability to truly excel in your endeavors.

When Buyers Say NoExcerpted from When Buyers Say NoCopyright Tom Hopkins International, Inc. & Tigran LLC

Sales Job Frustration

Sales FrustrationWhen was the last time you experienced sales frustration? Was it last week? Yesterday? Five minutes ago…and that’s why you’re reading this now?

Most of us, when we experience frustration, start asking questions with great anguish in our voices such as, “Why is this happening?,” “How did that happen?” or, for the drama queen in each of us, “Is the world against me?” Being a huge proponent of asking questions in order to get anywhere in life or in business, I’ll commend you when you work to resolve your frustration by asking open questions.

Remember open questions? They start with Who, What, When, Where, Why and How. The trick to recovering from your frustration is in listening to the answers that come to you.

When you ask closed questions, those that can be answered “yes” or “no,” you’re not allowing yourself much room to grow or to move forward–away from the frustration.

Examples: “Why is this happening?” Maybe you left the house late for your meeting and encountered a traffic jam. Perhaps you didn’t do enough research on a client’s needs and the sale went to the competition. When you really listen to the answers to your why questions you’ll learn how to prevent the same frustration in the future.

Example: “Is the whole world against me?” The answer to this is fairly black and white. It’s either yes or no. If you believe the world is against you, go back to the open questions and find out why so you can do something about it. If the world isn’t operating against you, then maybe just a couple of people are or maybe you’re working against yourself. Go back to those open questions.

What you’re doing when you use open questions to find new solutions is selling yourself on your ability to think, change, plan, practice and grow.

What it boils down do is that we get frustrated when things don’t turn out the way we expect. In order to avoid the same frustration in the future, we need to change the way we approach similar situations in the future.

Copyright Tom Hopkins International, Inc.