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Feb 17, 2020

The goal in any sales and marketing process is to get your prospect to believe that it will work for them.

That’s it. This Podacst will drill deeper into this topic.

Podcast Transcript

The goal in any sales and marketing process is to get your prospect to believe that it will work for them.

That’s it.

So many people think teaching and tactics and strategies are a part of the sales process, but they aren’t.

It’s about belief.

To get the sale, you need to make sure you’re selling something that will actually deliver the change you promise. It’s not your responsibility to hold a person’s hand, but you should create the best possible opportunity for change. Because otherwise, what’s the point?

There are a few things that produce change in humans:

  • action
  • Belief
  • Pain

Think about it.

If you believe in something really deeply, your life will reflect that belief. If you feel pain when you put your hand on the stove, you will stop doing that. If you take positive action (like doing something nice for your spouse after they’ve been really mean to you), that action will help to change how you feel about the situation.

Action. Belief. Pain.

The sales process must include stories that help create an emotional response in your prospect so they truly believe that change is possible… for them and not just for you.

Finally, connection. Creating a bond through authenticity, vulnerability, and storytelling bonds you to your prospect so they want to work with YOU to accomplish their dreams.

If you think giving your best tactic will create buyers…it will give them knowledge, yes, but it won’t actually create belief, pain, or the inspiration to act.

Why?

Because when we fill our head with knowledge, it’s like eating a great big meal. We feel full. Feeling full usually leads to a nap, not action.

Your greatest duty as a marketer and or salesperson is to make your audience believe something different by the time they get to the end of your pitch. To feel the pain of their circumstance NOW instead of what it could be. And to inspire them to act.

Work belief, pain, and action into your webinars and sales calls to get the best chance for the sale.