<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

One thing about sales people is almost universally true: They won’t sell something they don’t believe in.

I’ve seen sales organizations and salespeople absolutely refuse to sell because the product they were being asked to sell would damage their customers. They knew that by damaging their customers they would damage the long-term relationships they worked so hard to build. And they were right. They would’ve violated their client’s trust and it is unlikely that it would’ve never been able to sell them anything else.

But this isn’t the case for most salespeople. Most salespeople struggle to believe in the product simply because their company has the typical problems of any company in their business. They have missed shipping dates. They have customer service issues. They have challenging customers that stretch the capabilities of their organization.

The truth is that all us hold our company up to the standard beyond which most companies are capable of ever reaching. In fact, I defy you could point me to the one company that’s perfect all the time, every time. If you’re in business, problems are the nature of the game.

When It’s Hard to Believe

How do you believe when it’s hard to believe?

The one thing that you can believe in is that you will be there for your client to help them with their problems. You can believe that you care and that caring will make a difference for your clients. Caring is 100% inside your control.

This doesn’t mean you won’t be frustrated trying to sell inside your own organization to produce results for your clients. It doesn’t mean that you’re the one should that should handle all of the individual transactions that make up the outcomes that you sell. But it does mean that since you sold what you sold you have the authority to follow-up and make sure that it’s delivered in the way that you sold it. You can care.

Believe In Yourself

You can believe that you have the ability to make a difference for your clients.

You can believe that you make a difference for your internal team and help them produce those results. You can believe that by caring about your clients and the stakeholders inside your own organization that you have the power to make a difference.

Your belief in yourself makes all the difference in the world as to how you sell to your clients.

If you don’t believe that your company is the best position company to help your clients, then you cannot expect them to believe it either. If you don’t believe, your dream client is right not to buy from you. But it won’t matter; you won’t sell anyway.

Questions

What do you do when you have doubts about what you sell?

How does not believing in your company hurt your ability—and willingness—to sell?

How do you make a difference for your clients?

Can you sell inside and make a difference for both your company and your clients?

Tags:
Sales 2013
Post by Anthony Iannarino on September 12, 2013

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?

Anthony-Solve-Sales

Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!