THE BELIEF TRANSFER…everyone has a series of beliefs. These beliefs dictate how we operate on a day-to-day basis. We believe that if we eat properly we will be healthier. We believe that if we work hard we will get results. We believe that if we behave ethically we will be rewarded. Typically our beliefs are based on what we have been taught and/or what we have experienced. Most of the time we are right…but not always. Read on.
In Sales we frequently draw on our beliefs to decide what we're going to do and what we are going to say. The trouble is… sometimes our beliefs are ill-founded and we mistakenly believe that "everyone else feels the same way". We assume that everyone believes what we believe. Critical Point: sometimes they don't! This concept of "everyone feeling the same way" can be described as a Belief Transfer.
Here is your ACTION STEP…if a particular belief of ours is incorrect and we "Belief Transfer" then we are limiting our chances of success. Here are some examples of Incorrect Belief Transfers. It is incorrect to believe that:
1. If I close five times I will irritate my customers. (Some yes, but they are a very small minority and probably aren't motivated)
2. If I ask direct questions, my customers will think I am "pushy". (Example: "Are you ready to sign the contract?")
3. If I use a script, my customers will "catch me doing so" and find me unprofessional. ( A well practiced script is much more professional than winging it)
4. If I follow up on my leads "sooner than later" my customers will be turned off. (You will lose much more business by following up too late than you will by following up too soon!)
Have a look at the situations where you are guilty of a Belief Transfer that is invalid. Let's say that you are looking at a proven Sales Script. If you find yourself saying, "If someone said that to me I would hang up on them" then your Belief Transfer is holding you back. This is one of those "get out of the box" scenarios….that particular script has been used with great results hundreds and hundreds of times already. Be brutally honest with yourself and look for areas that you can become more versatile. Growth is good. NO Excuses.