How do you influence someone else’s perspective to align to yours? In politics? In religion? In selling your product? It may be one of the hardest things we do as humans, whether we are in a sales career, or another type of profession. That’s because people are often hard-rooted in their own views on things, and have come to their own conclusions and judgements based on life experiences, education, and opinions of others. And often times people are not swayed to change their perspective on something on a whim.
I’ve spoken to many other sales managers on this exact topic. How do you get your sales teams to be better in inspiring their customer? Or, another way to put it, how do you get your sales teams to be better at selling? Some of those managers believe that the ability to sell is a God-given talent. Either you can do it or you can’t. I am here to tell you that is absolutely not true. Good sales people who have a track record of influencing their customer have been trained to do so, and have often spent years perfecting their craft. The largest difference between a mediocre salesperson and a professional is that a mediocre salesperson thinks “my job is to present information”, while a true sales professional knows “my job is to shape belief”.
In this newsletter, I will dive into the psychology behind influencing belief, the biggest mistakes reps often make, and ways that top reps influence their customers. If you are a paid subscriber (link on my homepage), I will provide you with actual frameworks and specific language patterns that top reps use to win over more customers. Now, let’s get into it.