Tweet

How 2 Beliefs Increase Sales

Written by: Cheryl A. Clausen

Article Overview: While the way you think and what you believe is important when it comes to your sales success the beliefs of your prospects matter too. There are two beliefs your prospect must have, or you’ll never increase your sales success.

How 2 Beliefs Increase Sales

While the way you think and what you believe is important when it comes to your sales success the beliefs of your prospects matter too. There are two beliefs your prospect must have, or you’ll never increase your sales success. You must be able to recognize the presence or absence of these beliefs quickly.

Why quickly? You want to recognize these beliefs quickly because they indicate the stage of buyer readiness the person you’re speaking with is in. The quicker you recognize where the other person is in their beliefs the quicker you can properly take care of this person and increase sales.

Before you can have a legitimate sales conversation the person you’re speaking with must be willing to share their truth with you. That willingness is determined by their first belief. The first belief a real prospect must have is the belief they have a problem, challenge, or obstacle.

When a prospect believes they have an existing problem, challenge, or obstacle any mention of that problem grabs their attention. The prospect should already be thinking and talking about this problem. This problem should be something they’re looking for more information about.

The second belief a prospect must have is the belief that a solution exists, and that they want that solution. If the prospect is utterly frustrated by a problem, but past experience has led them to believe a solution does not exist then you’ll have the additional step of acknowledging there wasn’t a solution previously yet now there is. Many prospects know they have a problem; however, they aren’t motivated to solve that problem.

A prospect who isn’t motivated to solve the problem they already know they have is a future buyer not a ready buyer. They aren’t a ready buyer now, but through on-going contact they will be a buyer ready to take action. You don’t want to lose these prospects, but you don’t want to have an appointment with them either.

Center your focus on the prospects who recognize they have a problem, and who want to solve that problem now. You’ll find it’s much easier to get appointments with these prospects, and much easier to increase sales because these prospects already want to buy they’re just looking for the best option.

Related Articles
  Increase Sales By Adopting Superman Or Superwoman Sales Beliefs
  A-Z of sales success!
  Partner Attitudes and Knowledge For Business and Sales Success
  Increase Sales Simply By Raising Your Own Bar
  Real Estate Marketing Strategies: Do Your Beliefs Create Your Reality, or Does Your Reality Create Your Beliefs?

Article Tags: absence, appointment, belief that, grabs, legitimate sales, obstacle, presence, problem challenge, prospects, sales success, truth, willingness



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
2007 Goals - My yearly goals for December 2007: 1. Add 10-15 new "ideal" clients to our client roster 2. Increase revenues by $500,000 3. Average at least 1 paid speaking engagement per month.
Increase Productivity and Profits on the Web - A Web site is a great way to better service and market to current customers, but often a difficult way to attract new ones." Increase Productivity and Profits on the Web New! Don’t let the savings and productivity enhancements described in the following pages make you rush out and spend thousands of dollars overnight to have someone set you up with your own Web server, hosted Web site, or intranet.
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

10 Steps to a Great Support Team

Work at Home Moms and Their Bad Rap?

Coaching - An Effective Tool for Managers

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.