The inner game of sales and belief in product

Check this post out:

http://www.warriorforum.com/offline-...lem-child.html

I talk about how Feldman's inner belief was supported by tremendous preparation. Before he ever met with a prospect, he had thoroughly investigated him or her. At a certain level, he may have known more about the prospect than the prospect himself or herself. He also knew the products he sold better than anyone. That enabled him to come up with creative solutions to specific problems. Other reps could not think on his level because they didn't feed their creative brain with raw material like Feldman did.

You may not prepare until you know there is a fit. I support that view to a point--you don't want to get frozen in prep mode without making any calls.

At the same time, if you are selling solutions that demand a decent investment, you should have a very good idea there is a fit--how your product can help the prospect. You know that from your own experience, studying your product and its benefits, examining old client files, working with senior AEs, getting involved in industry associations, and keeping up on the latest trends in your field.

Most employees are stretched thin these days. They don't have time for your dilly-dally. You must come in swinging, taking the lead with ideas, suggestions and solutions. That doesn't mean talking and not listening. It means giving your value proposition right upfront.

Your preparation will help instill inner belief, and that will manifest itself in your daily performance.

When people/prospects see you truly believe in the product/service your offering, they don't feel like your "selling" to them anymore. Most people hate being "sold" so if you can get beyond that hurdle you'll find it's much easier to close.

There are two kinds of true believers;

Those who know so much, that their knowledge supports their point of view. These salespeople understand the competition, the appeals of their product, and understand their prospect. They are engaged.

And those that know so little that they believe in their product without question. They will spread the "gospel" of their product to anyone who will listen. They tell, not really sell. Some are still very successful.

As far as Rah Rah meetings?

I've been to meetings that sing company songs and everyone yells and cheers. There is a benefit to that. It builds camaraderie.

But it isn't real enthusiasm. It's like a cup of coffee. And caffeine lasts a short time, and then there is a dip.

Do plumbers have Rah Rah meetings? Do Doctors? Engineers? No.

Then why some sales organizations? Because the salespeople are doing something contrary to human nature. They are selling badly, and trying to make up for it with a shot of adrenalin.

You know what works? Training. Roll playing, Going in the field with a successful salesperson so you can watch sales being made.

Learning that selling is a completely natural act, and so is buying.

Can you sell something you absolutely don't believe in? Sure. But it's exhausting. You are wearing a mask, and it gets heavy.


You said;
I don't really like it, because this mindset just seems to lack in critical thinking.

Socialentry; You don't need belief. You need knowledge. You need preparation. A truly beneficial product/service will be made better with critical thinking. Learn everything you can about what you sell. The more, the better. And then "belief" that you have a superior product won't be necessary. You'll know.

Ben Feldman completely understood Life Insurance. His knowledge on how it applied to his prospect was profound. That was his secret. No meetings, no company cheers...knowledge, and preparation, and a strong work ethic.

Her also had a near manic desire to be Number One. And he was.


But most people, including salespeople, never read a book on their industry. Never read a biography of a Great Salesperson. Never do their homework...never train...never study technique....and never will.

The Rah Rah meetings are for them.

At a personal level, IMO you have to at least have interest and belief in what you are
selling and be okay with the approach your company (if you are employed) is using.

Better if you have a passion for what you're selling. It's something to work towards
and provide motivation until you get to the point and have the skill set to market
what you truly want to market.

More knowledge = more motivation.

Rah, rah, indeed.

The only reason sales managers rally their team is to keep them motivated. Which leads to the question: Why do they need constant motivation?

Because working there sucks. There's huge turnover when people aren't making money or morale is low.

Not to repeat what Claude pointed out yet to add to it, instead of good sales support and training to help make their sales team wealthy, they try to keep them on a high.

There are different types of rah rah meetings. Some of them are designed
to get that first hour going strong, so the momentum carries thou out the day.

We have a morning Mo-Jo meeting its mostly about Role playing -
Pitching each other ... asking for help on objections ... rebuttals ...ect.
It gets very loud and some times heated .... which is exactly what
we want.

Every one has to be here at 9 ... we strongly encourage you be here
at 8 ... 830 at the latest.

You have to remember a lot of people coming in are hung over,
or spent the night out ... something in their lives are making them
walk in tired, wore out, shoulders bent.

The meetings are designed to get them woke up, pumped, ready
for action. The vets, its not for them. They are almost untouchable

Are you going to fire them for being late? hell no ...
Are the meetings going to fire them up ... nope.

Its for the mediocre people .. the new people. The ones who
are on the fence, as far as continuing to have a job.

any one who has run a floor knows once you get that "VIBE"
its impossible to not make money and the vibe gets stronger
as the day progresses ... until shift change. Then you have
to start it all over again .... to get that initial hour going strong.