When I started out in B2B sales as a young man in my 20s, I learned all I could about selling techniques. I learned all the classic sales techniques, even things like the “Ben Franklin” close.
For many years I struggled as I tried to implement a lot of techniques that sales trainers taught. I memorized scripts, learned about how to close people with techniques like scarcity and urgency, but it was an uphill battle. I can’t tell you how many times I’ve seen the prospect’s whole demeanor change in front of me as I asked for the sale. Frustrating and unproductive to say the least.
It wasn’t until I learned how powerful our beliefs are in driving our actions that I saw what was missing and why I experienced such resistance at the closing stage. When I learned more about beliefs, I realized that even beliefs are not the strongest tool to get ourselves or others to act.
That missing ingredient is identity. In this Podcast Episode i'll be talking about...
In this episode learn why Adam and Eve were impacted by how Eve's identity was shifted!
It's important to remember that people don't like change. They will resist anything that challenges their current beliefs. That's why you need to be careful in how you present your message.
Do you have any questions about changing your prospects' beliefs or selling in general? If you’re not sure where to start or how to implement this into your business - reach out to me. I would be more than happy to help you get started on the path to success!