In a discussion about sales and conviction, the host emphasizes the importance of truly believing in one's product or service to increase closing rates. They argue that even when facing the reality that not all clients will achieve their desired results, salespeople must maintain the belief that their offering gives clients the best chance at success. The host shares insights on how to instill conviction by comparing the alternatives available to the customer and confronting potential objections upfront. They also stress the importance of setting expectations during the sale and holding clients accountable to their commitments. The host concludes by encouraging sales teams to regularly revisit testimonials and success stories to bolster their conviction and, in turn, their sales effectiveness.
Just super proud of the team. Like went off without a hitch. 18 months of prep and I'm just super excited to have that happen.
This quote highlights Speaker A's satisfaction with the team's performance and the successful outcome of their long-term project.
And it has to do with belief. And what I mean by that is, if I'm looking at a salesperson and I'm trying to analyze how they're doing, typically, I'm not going to start with the typical hand to hand combat, right? Overcoming obstacles, the typical drilling.
This quote underscores the idea that belief and conviction are fundamental to sales effectiveness, beyond just the basic sales techniques.
And so how do you maintain conviction when you know that a certain percentage of people aren't going to achieve a result, right.
This quote addresses the difficulty of maintaining belief in the effectiveness of a service when there are visible instances of clients not achieving the desired outcomes.
Because they believed it and they had just experienced it, which is why reading the testimonials in the morning, reading and reminding them why we do this is so important.
This quote suggests that direct experience with client success stories can reinforce a salesperson's conviction in the value of the service they are selling.
So how do you maintain that while also talking to Susie mean, like you're going to change your life? This is where the discipline of sales is so important, right. Is that you have to look at it by comparing the alternatives.
This quote offers a strategy for salespeople to maintain their conviction by focusing on the relative advantage of their service over other options available to the client.
The person. Only they might be at a different stage in their life. They might have different levels of commitment, they might have different levels of pain, other things going on in life, et cetera.
This quote recognizes that individual differences play a significant role in whether clients succeed with a given service, which is beyond the control of the salesperson or coach.
Deconstructing that the people who have the highest level of conviction close the most, period.
This quote encapsulates the core message of the discussion: conviction is the most powerful factor in closing sales, and maintaining it is vital for success in sales roles.
"And if someone's super convicted, like, crazy convicted, at some point you start to question your own beliefs. You're like, what does this person know that I don't know?"
This quote highlights the impact of encountering someone with a deep level of conviction, which can lead to self-doubt and curiosity about the source of their belief.
"Because their conviction was stronger than yours."
This underscores the idea that the strength of one's conviction can overpower another's belief, emphasizing the importance of conviction in sales and persuasion.
"And so that way, you can still keep your mind space in a space of absolute conviction while also addressing reality, which is that person may not actually achieve it, but it is still in their best interest and best shot to work with you."
The speaker suggests that maintaining conviction while acknowledging potential outcomes allows for a persuasive yet realistic sales approach.
"I was like, imagine if these leads were so hot that every one of these leads was going to buy a house. How much would your life change?"
The speaker encourages a salesperson to envision a scenario where the product is highly valuable, which could transform their approach and increase their conviction.
"You've already unsold me because of your belief, right?"
A lack of belief from the salesperson can immediately undermine the sales process, demonstrating the necessity of conviction.
"But at the end of the day, you being able to truly believe in your product and understand that the person in front of you, what is their alternative?"
Emphasizing the importance of belief in the product and considering the customer's perspective to effectively sell.
"Which is why some of the best salespeople for you will be ex clients who've achieved amazing results because they may not have the in the trenches sales experience, but conviction will be experience and skill seven days a week if they believe."
The speaker notes that clients who have had positive experiences with a product can make excellent salespeople due to their genuine conviction.
"Now, what you have to counter that with is not selling hot and over promising, right?"
This quote cautions against allowing conviction to lead to unrealistic promises, highlighting the need for ethical sales practices.
"So obviously you can't cancel because that's why you're getting this lower rate. Does that make sense?"
The speaker illustrates a practice of clarifying terms post-sale to prevent misunderstandings and maintain integrity in the sales process.
"You should feel absolutely terrible about yourself and everything else in the world. I'm kidding. But it would mean the absolute world to me if you guys would go ahead and do that."
This quote is a humorous attempt to motivate listeners to engage with the podcast by leaving a review, suggesting the importance of listener support.
"The only way that podcast grows through word of mouth and this is you joining hands with me and helping as many entrepreneurs as we possibly can because no one is coming to save us."
The speaker is rallying listeners to actively participate in promoting the podcast, highlighting the power of community and word-of-mouth in its success.
"Because life is always going to get in the way, so you can't cancel because of that. Because we have to make this work, right? That's why you're here."
This quote reflects the speaker's belief that life's interruptions should not be an excuse for canceling a commitment, emphasizing the necessity to persevere and make the program work regardless of circumstances.
"And so you'd understand that if for some reason you came to me and said, I'm going to cancel, that I would send you to collections. Does that make sense?"
The speaker is explaining the seriousness of the commitment by stating the consequences of canceling, which includes being sent to collections, thereby reinforcing the weight of the agreement.
"Imagine the expectations and the strength of that close compared to the soft, weak ass closes that you hear all the time."
This quote compares the proposed strong closing strategy to more lenient approaches, highlighting the effectiveness of setting firm expectations and consequences.
"The thing is that if you confront it in the sale, you're still going to close."
Here, the speaker suggests that addressing potential objections directly in the sales process will not hinder the closing but will instead solidify the commitment.
"So we can agree that you'd probably take this out because you didn't make a commitment to the hair company, right?"
The speaker is pointing out the customer's discretionary spending habits to emphasize the importance of prioritizing the financial commitment to the program.
"But you're making a commitment to me right now, which is why you're getting this rate."
This quote ties the customer's commitment directly to the benefit they are receiving, which is a preferential rate, reinforcing the value of their agreement.
"You don't have 100% success rate because if you are not the one who's solely responsible for delivering the result, you're not eating the food yourself."
This quote acknowledges that the business cannot guarantee success as it cannot control all aspects of the customer's behavior, such as diet and exercise.
"But I can say that the likelihood that you are successful with us compared to any alternative that you can present is superior."
The speaker asserts the competitive advantage of their program, suggesting it offers the best chance of success compared to other options.
"Because if they don't, what are they going to go to? They're going to go back home, they're going to have a thing of ice cream, and they're going to wait three more years before they get the courage up to do it again."
The speaker uses this quote to illustrate the negative consequences for the customer if the salesperson lacks conviction and fails to make the sale.
"But the thing that you missed, the thing that went down is your conviction."
This quote emphasizes that a decrease in conviction can be detrimental to sales performance, even if the salesperson has the necessary skills.
"The way you speak will be different. The tonality that you have and even the words you say will change."
The speaker explains that conviction affects not just the content of sales communication but also the manner in which it is delivered, influencing its effectiveness.
Because the coaching starts at the sale. The coaching does not start once they are sold.
The quote emphasizes that coaching and setting expectations for the service begin during the sales process, not after the sale is made.
Because I'm not going to give up on you.
This quote highlights the coach's commitment to their client, which is a critical part of the coaching relationship established at the point of sale.
Can't make it to the gym. No worry. We have online and remote.
This quote addresses a common objection by providing an alternative solution, showcasing flexibility in the service offering.
And the sale is simply explaining to them why you believe that.
The quote emphasizes that selling is about convincingly explaining one's belief in the product or service to the customer.
You just need to transfer and explain to them the same reason you believe.
This quote suggests that the salesperson's job is to convey their reasons for believing in the product to the customer, to instill the same level of confidence.
Conviction is the thing that you may be missing.
The quote identifies conviction as a potentially missing element in a salesperson's approach, which is crucial for success.
I'm going to get you to that goal. That is the commitment I've made to you.
This quote demonstrates the salesperson's personal commitment to the client's success, reinforcing the accountability aspect of the coaching service.
So I don't see what life scenarios could come up.
By stating this, the salesperson is expressing confidence that they can help the client overcome potential life obstacles that may interfere with their commitment.
Fair enough is not saying, does this sound like the best deal ever?
This quote explains that the phrase "fair enough" aims to gain agreement on the basis of fairness rather than presenting the offer as the best possible deal.
But you got the yes. And then you can close the sale based on saying, is this fair?
The quote suggests that getting agreement on fairness is a stepping stone to closing the sale successfully.
Conviction may be the thing that your sales team misses.
This quote identifies the lack of conviction as a potential weakness in a sales team that needs to be addressed for better sales performance.
So that they believe as hard as you believe, and they never will believe like you believe.
The quote acknowledges that while the sales team's belief in the product is crucial, it may not reach the same intensity as the leader's belief, which is natural and expected.
You get twice as many meals for free, which is pretty dope.
This quote promotes an incentive for becoming a founding member of the meal sales program, highlighting the benefit of receiving free meals.
After that, then it's going to double be six people, which is still fucking amazing.
The quote details the ongoing promotion, indicating that even after the initial offer, the incentives remain attractive.