Wanna Sell More? Get To The Purpose.
Do you really believe in the purpose of your business? I mean, are you 100 percent convinced that your product or service delivers the best value for your customers and prospects? Really think about that for a minute, because the answer can mean the difference between success and failure.
Let me tell you a little story to illustrate. When I first graduated college, I took a job selling building products. That’s right, you heard me. I sold lumber, nails, and hammers all day, every day. Actually, it was quite a visual – a good ol’ Southern Belle walking around construction sites in Valentino boots. What a hoot!
But, I was good at my job…for a while. After a few years though, my sales took a dive and I was just “average” (I don’t like being “average”). So I did some soul searching to understand why.
I didn’t believe in my product.
Don’t get me wrong. I understand the importance of building materials, but I wasn’t passionate about the industry. Schlepping lumber did not excite me; it did not get my juices flowing. So I needed to find something that I knew would enable me to really help others.
I got a sales job at a pharmaceutical company and, as it turned out, I had an amazing career there. I knew that my job would help make a real difference in people’s lives. I believed 100 percent in my products; I knew they were the best on the market and would change patients’ lives.
Can you see the difference?
When I worked for the building products company, I did not see the value of my product compared to someone else’s. I mean a 2-by-4 is a 2-by-4, right? But I was a passionate believer in the drugs I sold, and knew my products and my company were far superior to any of our competitors.
Being a firm believer is half the battle in sales. When you believe deeply in what you have to offer, you don’t have to fake it. You don’t have to convince yourself before you convince your prospect that your product or service is the best. Does that make sense?
So how does this apply to you?
Let’s go back to the question at the beginning of this post. Are you totally and completely convinced that your product or service delivers the best value for your customers and prospects? Or, asked another way, would you pay for your product or service if someone else was selling it?
That’s a powerful question and one that needs your attention. If you answered no, then you are not sold, and you need to go take a step back and figure out what needs to change to turn that “no” into a “yes.”
After all, if you are not convinced, how do you expect to convince your prospects?