I used to say to everyone I train in sales that a sale takes place when there is a transfer of enthusiasm. That is true, however I have now revised that to read a sale takes place when there is a transference of belief in YOUR product or service into the heart and mind of your customer. I have not met anyone who truly believes in their product or service to not experience success. People who exhibit belief can’t help but make sales. Of course, the opposite is also true. If we meet with a customer and they do nothing than we haven’t been able to successfully transfer that belief. The reality is thatIf you don’t believe in what you are selling you won’t find the success you seek. … you can try and build your belief but if you can’t do that then you should…do something else because the customer knows the believer!

Your sales and success don’t begin with being you being understood …it begins with you understanding the other person. Once you understand your customer and add your belief to the conversation and relationship, you can build intelligent persistence.

The secret to success is NOT persistence but it is INTELLIGENT persistence. 

Successful sales people don’t just keep on keeping on but building on past experiences. Thomas Edison – he never engaged in the same experiment twice. In each of his failures he found the seat of the equivalent benefit learned and it improved with each experience.

In short, enjoy believing in who you are, what you do and what you bring and learn from every mistake you make. Who knows, you may just create a ‘light bulb’ moment with your customers?


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