Sales isn’t about scripts…
It’s not about polishing your pitch deck…
And it’s certainly not about packaging and presenting your offer perfectly.
Hear me on this… Sales is all about transferring BELIEF and ENERGY to your prospect.
And this holds true for all domains, no matter what you want to achieve in life…
- Want to keep your job in the AI shakeup, or quickly find a better one?
- Or get investors to buy into your business idea?
- Or score a date with that beautiful lady at the gym?
- Or sell WAY more and rake in the commission checks?
Then ditch the robotic scripts and start transferring BELIEF to really influence others.
FYI: Practically speaking, belief is just another way of saying positive energy. You must transfer positive energy to your prospects on the phones. When you do, it’s contagious, and they are far more likely to buy from you.
So ask yourself: Am I just reciting lines to get through the day? Or am I really building a bridge to my prospect with passion and energy?
The Big LIE
Sales is not about having:
- The gift of gab
- The right scripts or pitch deck
- Knowing your product or service inside and out
- Knowing exactly how to handle every sales objection
- Smiling just the right way
The Bold TRUTH
Sales is actually about building emotion and passion in your prospect. It’s about walking into a room or sales call with CONFIDENCE and something to say.
Even if you stutter or stumble on your words — if you have passion and true belief in your offer — that will shine through and become contagious.
RELATED: How to Talk to C-Level Executives Like a Pro
Dare to Believe
You might see this phrase on a 90’s motivational poster. Dare to believe. But I want you to truly believe in your product or service in a BIG way.
Why? Because when you believe in what you’re selling, you’ll sell more of it. Guaranteed.
Think of it this way — have you ever been excited about a new love interest? Or a sports team? A new hobby? Or landing a new job?
Sure you have — and you remember just how exhilarating it is. When you talk to people about these things, they can sense the passion in your voice. They can feel it. It affects them on a physiological level. They catch the fire!
You need that level of passion and excitement on the phones when cold calling.
When you truly believe, it shows — in your voice, in your body language, and in your follow-up.
Sales Tip: Speaking with conviction and tonality will keep your prospect on the phone longer. When prospecting, sometimes all you need is an extra 10-20 seconds to set the hook and move the sale along.
RELATED: Best Cold Call Opening Lines
How to Transfer Belief and Energy
I always say that sales is more of an art than a science. So there really is no secret here.
If you’re passionate about something, you can’t help but transfer that passion and belief to others. You’ll be bursting at the seams with it.
In other words, just be sold on what you sell, and it’ll be evident without you even trying. You’ll become a conduit or channel for that passion. And passion is magnetic; people will gravitate to you like a moth to a flame.
FYI: This is why AI can’t close a million-dollar deal without a human. Passion, trust, energy and authenticity are still exclusively human virtues.
Here are some tips and tricks to help you believe in your offer:
1. Use the Product or Service Yourself
If you don’t use it, why should they? Get your hands on the product or service. Test it. Break it. See what it actually does. This gives you real-life experiences, and the kind of authenticity that prospects can feel.
2. Talk to Your Best Customers or Clients
Hop on a call or read reviews from satisfied customers. Ask what they were struggling with before? What’s different now? Hearing their transformation firsthand reminds you: “Wow, this really does help people.”
3. Get Crystal Clear on the Problem It Solves
The product is only useful if it solves a real problem. Period. So make sure you’ve connected the dots on 1) What’s the biggest frustration for my prospect and what’s costing them money/time/sanity? 2) How does my offer fix this? 3) What’s on the other side of the transformation, or how does it improve their life? You’re not selling features and specs, you’re selling relief. And that’s an easy sell!
4. Build an Arsenal of Proof
Your confidence will grow as your doubts disappear. So I highly recommend compiling a swipe file of things like:
- Case studies
- Wins big and small
- Testimonials
- Before/after stats
- And even positive text messages or emails from customers
Put it all into a Google doc and bookmark it, or better yet print them out and pin these success stories around your desk. Proof will help lock your brain into certainty mode — and certainty closes deals.
5. Sell It to Yourself All Day Every Day
Stand up, chin up, chest out, and repeat: My product will transform [X company] by solving [X problem], and today I’M the one who gets to introduce them to it.
Do this throughout the day, especially when you need to get out of a slump.
This is sales psychology. Use it to your advantage!
Final Words
By now you should be convinced that you don’t sell products, you sell BELIEF. And to sell belief, you have to first believe in your offer yourself.
So now is the time to reconnect to your energy, your fire, your “WHY!”
And one of the best things about becoming a true believer in your offer is that it will carry you through hard times. You won’t tuck tail and run away at the first rejection. You will be convinced that a “YES” is just around the corner.
So get out there and make it happen. Become 100% sold on your product that it becomes a no-brainer deal to your prospect as well. You’ve got this.
Until next time…
Johnny-Lee Reinoso