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So many people like to think like do you believe in what you are selling right they ask the question

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is though it's a binary answer yes or no I believe or I don't believe but it would be much more

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accurate to say to what extent do you believe it. Welcome to the game where we talk about how to

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get more customers how to make more per customer and how to keep them longer and the many failures

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and lessons we have learned along the way. I hope you enjoy and subscribe.

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In this video I want to talk about how to close a higher percentage of deals and how to close more

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deals overall and it's all centered around a single concept which is the belief continuum.

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All right and so if you think about this visual what I have right here so you've got your salesman

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here and you've got your prospects here right and you see this bubble that I put over their head

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the prospect has no bubble inside it's completely empty and they might have a negative bubble as well

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and then you've got the salesman who's got his belief bubble. So many people like to think like do

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you believe in what you are selling right they ask the question is though it's a binary answer yes

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or no I believe or I don't believe but it would be much more accurate to say to what extent do you

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believe it right because belief is not a binary question it is a continuum it is how much do you believe

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in what you are selling because if you thoroughly 100% believe with all of your heart and mind

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that what you are selling is true I guarantee you that you will sell significantly more and so

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what I want to show you is these two equations that I wrote down as simple equations for how to

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actually sell and so many people focus I would say a disproportionate of people focus on the skill

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of selling and there absolutely is a skill to sales you have to know exactly what to say you have

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to know how to say it but you can shortcut that path to success by having conviction and the way

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that you have conviction is by a dramatically understanding the needs of your prospect so that

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when you are talking to somebody you know exactly what their problem is so that if your product

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perfectly matches their problem you can have conviction in order to sell it most salespeople don't

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even listen to the prospect at all and simply want to deliver their pitch which inherently means

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that they can't believe in the product that much because they're not even thinking about whether

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it solves the problem for the prospect because you can't be convicted that it's going to solve the

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problem if you don't even know what the problem is and so they haven't taken any time to understand

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the prospect most sales training should be is currently focused on educating salesmen around

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the product when it should be most of them most of the time focused on educating the salesman around

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the prospect and their problems not the product all right key understanding shift that has to happen

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when you're educating a sales team and or yourself especially if you're entering a market that you

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are not the avatar right one of the reasons that many successful businesses happen from somebody who

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suffered from a pain and then went to go solve it for themselves and then ended up solving it for

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other people is because they desperately and they so clearly understand the thoughts needs and

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pains of the prospect and they know how the product solves those problems right and so the first

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equation here is for increasing closing percentage and so if it's you that selling or if it's a

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sales team that selling it's the skill of scale sales multiplied by the extent to which you believe

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it is not yes I believe no I believe this number can be a hundred right and the thing is that I

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believe that this number of conviction can grow far higher than what skill can give you you can

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be a very skilled salesman but let's say the skill of sales is one to ten right I'll put this on

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here so if you can see it let's say your skills tell it's can be one to ten I believe that your

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skill your your beliefs around conviction can be one to a hundred right so even if your skill of

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sales is a two you can have a hundred belief and I guarantee you that you will close because people

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can sense whether you believe what you are telling them is true and they believe that what you

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are selling them is going to solve their problem right and so most people most sales teams most sales

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managers do not focus enough on this bubble which is conviction which is this part of the equation

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right if you think about what sales is it's fundamentally a transference of belief and so how can

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you how can you transfer an empty cup how can you transfer a cup that is only one third full into

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another empty cup and expect it to be over the threshold of the amount of belief that's necessary

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to and that's required for a prospect to make a purchasing decision of course not right and so

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we still try and get the person to say a certain thing or pause in this way or have this tonality

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or this emphasis and that is important right and there's definitely a place for that you have to

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have the basis of sales in place but a much much bigger lever that is often and most underutilized

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or unutilized at all is the conviction or the extent to which the salesman believes in what they

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are selling and to what extent it can help solve the prospects problem hey guys real quick if

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i can push the part towards you so that's my gift go check it out amazon and back to the show

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all right and so that will influence the closing percentage of an individual or team

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the second piece is going to be the work ethic right so a lot of people have probably seen

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really good closures versus really bad closures based on their closing percentage but also

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total number of deals close personally when you have somebody who has really high work ethic

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then they can make up for a lower closing percentage by having more activity so that means

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that they are falling up with their pipeline faster they are falling up more times right they are

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reaching out to people on their own in their own time to give themselves more opportunities and they

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can compensate for a low closing percentage by simply having more at bats right and so if you

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think about the expert salesman is having these two things together which is you want to have a

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high closing percentage and you want to have lots of units sold all right and so there's three

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variables here you've got skill you've got conviction and you've got work ethic but conviction counts

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because if you believe that what you are selling is genuinely going to help people you will

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follow up faster you will follow up more religiously you will follow up as though you were trying

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to help someone and so let me let me ask you this question as a good mental follow process

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if you could go back in time let's say you could go back in time five years and you could talk

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to yourself and say hey I want you to put a hundred percent of the money that we have right now

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mind you you couldn't tell the person that is you your past self that you are you in the future

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right so you you can't say anything like that but in this thought experiment and you went back

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in time and said hey we've got this money in the bank account I want you to put a hundred percent

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of money into this thing called Bitcoin right I want you to put a hundred percent money into

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something called Amazon I want you to put all of that money into Tesla or whatever right something

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that blew up over the last five years all right if you were to tell yourself that let's say

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you were talking to you and you were like I'm good thanks right how many times would you follow

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up with yourself to get yourself to do that thing or do that action or make that investment

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a lot and it's because you truly believe that it would solve your prospects problem and you have

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pure conviction that what you are selling them the investment the opportunity that whatever it is

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is one hundred percent going to work think about how you would approach that how many times would

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you follow up how how convicted would you be when you spoke would you even be focused on the

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skill of selling or would you be focusing on how true what you say is and if you can make that

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perspective shift and if you were a sales manager and you're trying to manage a sales team I would

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implore you to focus way more of your time around the thing that counts twice in the equation

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of selling and creating great sales people which is the belief to which the extent the extent to

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which they believe what they are selling and to whom they are selling then then then then boring

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with the with the the the monotony of the skill which which don't get me wrong it is very important

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to sell there's lots of videos that you probably heard where I talk about the skill of sales

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but I think when you when you rate this and you were in a forced multiplication standpoint I don't

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think that they are acquitted I don't think they are equivalent right and the the proof that I

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have in this is that if you look at every single religious you know movement you are selling something

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very hard to sell which is a completely new frame of view around the world the people who believe

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many times they don't train them in the skill of selling they just get them to believe whole

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heartedly in what they are selling right and so if your salesman and your sales team are not drinking

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the cooling quite literally of the products that you sell or the services that you sell then that

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is your problem not whether or not they are clarifying the problem the beginning now they should

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because they should be listening and they should believe that what it should make sure that the

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the prospect is is going to be best served by this right but big picture if you fix this

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everything else will happen and I'll tell you this is the one last story about this

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if you believed whole heartedly in the the the solution that you are selling would you not

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then spend lots of time honing your skill probably because you would want to help more people

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because you believe in the thing that you were selling them right you would probably like would

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you not if you believe in this thing whole heartedly follow up as many people as possible be

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quick to respond because you know how much it's going to change their life probably and so I think

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that just like Simon's in excess start with why I believe that the skill of sales is fundamentally

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a transference of belief and we do need to start with why for sales people because it is not a

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question of whether or not they believe it is an it is the question of to what extent do they believe

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and if you can get that to 100 you will never have problems selling ever again so hope you found

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this valuable click subscribe lots of love and I'll see you in the next video