1 SIMPLE mental technique that will SKYROCKET your sales…

Summary

• Closing more deals heavily relies on understanding and believing in your product or service; belief is not binary but a continuum.
• Conviction in what you sell shortcuts the path to sales success; you must deeply understand your prospect's needs.
• Most sales training mistakenly focuses on product knowledge rather than on understanding the prospect's problems.
• Successful businesses often emerge from someone who experienced a problem, solved it for themselves, and then offers the solution to others.
• Increasing closing percentage involves skill of sales multiplied by the extent of belief in the product.
• Conviction can surpass skill in influence; a deep belief in your product will resonate with customers and lead to more sales.
• Work ethic is critical; high effort can compensate for a lower closing rate by creating more opportunities.
• Conviction counts twice: strong belief motivates more persistent follow-up and engenders a more persuasive selling effort.
• If you knew a product was guaranteed to succeed, like an investment in Bitcoin or Amazon, your follow-up would be relentless due to your conviction; apply this mindset to sales.
• Sales managers should prioritize instilling conviction in their teams before teaching sales techniques.
• True belief in a solution naturally leads to honing sales skills and increasing outreach efforts; belief enhances skill development.
• Selling is fundamentally about transferring belief, and ensuring your team believes in what they're selling is paramount to success.

Video

How To Take Action

I would suggest focusing on building a rock-solid belief in your product or service first. Believe in what you're selling and really understand how it solves your customer's problems. This belief isn't a simple yes or no; it's about how much you believe. Try to get that belief as close to 100% as you can. Here's how you can do it:

1. Understand Your Customer:
   Spend time getting to know your customers' problems. You can do this by asking questions and really listening to the answers. The better you know their issues, the more you can believe in your product as the solution.

2. Belief Over Skill:
   While sales skill is important, belief in your product is even more powerful. If you truly believe your product is the best solution, your customers will sense that. Start by learning all the good your product can do. Share stories of how it helped you or others. This real belief is better than any sales script.

3. Increase Effort:

Work hard, but work smart. More effort means more chances to sell. If your belief in your product is strong, you'll want to talk to more people about it because you know it can help them. Follow up with potential customers and don't give up easily.

4. Conviction Times Two:
   Remember, conviction counts twice. Not only will it help you sell more effectively, but it will also drive you to follow up more and not give up. Think of it like knowing the secret to success—you wouldn't keep that to yourself, right? You'd want everyone to know!

To improve sales, start by improving belief. Once this belief in your product is solid, sales skills and work ethic will naturally improve because you'll want to succeed—not just for you, but for your customers too. And if you're leading a team, make sure they share this belief. It's the strongest foundation you can build for sales success.

Quotes by Alex Hormozi

"Belief is not a binary question, it is a continuum"

– Alex Hormozi

"If you thoroughly 100% believe with all of your heart and mind that what you are selling is true, I guarantee you that you will sell significantly more"

– Alex Hormozi

"Most sales training is currently focused on educating salesmen around the product when it should be most time focused on educating the salesmen around the prospect and their problems, not the product"

– Alex Hormozi

"The skill of sales multiplied by the extent to which you believe"

– Alex Hormozi

"If you believe that what you are selling is genuinely going to help people, you will follow up faster, you will follow up more religiously"

– Alex Hormozi

Full Transcript

in this video i want to talk about how to close a higher percentage of deals and how to close more deals overall and it's all sent around a single concept which is the belief continuum all right and so if you think about this visual that i have right here so you've got your salesman here and you've got your prospect here right and you see this bubble that i put over head the prospect has no bubble inside it's completely empty and they might have a negative bubble as well and then you've got the salesman who's got his belief bubble so many people like to think like do you believe in what you are selling right they ask the question as though it's a binary answer yes or no i believe or i don't believe but it would be much more accurate to say to what extent do you believe in right because belief is not a binary question it is a continuum it is how much do you believe in what you are selling because if you thoroughly 100 believe with all of your heart and mind that what you are selling is true i guarantee you that you will sell significantly more and so what i want to show you is these two equations that i wrote down as simple equations for how to actually sell many people focus i would say a disproportionate amount of people focus on the skill of selling and there absolutely is a skill to sales you have to know exactly what to say you have to know how to say it but you can shortcut that path to success by having conviction and the way that you have conviction is by a dramatically understanding the needs of your prospects so that when you are talking to somebody you know exactly what their problem is so that if your product perfectly matches their problem you can have conviction in order to sell it most salespeople don't even listen to the prospect at all and simply want to deliver their pitch which inherently means that they can't believe in the product that much because they're not even thinking about whether it solves the problem for the prospect because you can't be convicted that it's going to solve the problem if you don't even know what the problem is and so they haven't taken any time to understand the prospect most sales training is currently focused on educating salesmen around the product when it should be most time focused on educating the salesmen around the prospect and their problems not the product all right key understanding shift that has to happen when you're educating a sales team and or yourself especially if you're entering a market that you are not the avatar right one of the reasons that many successful businesses happen from somebody who suffered from a pain and then went to go solve it for themselves and then ended up solving it for other people is because they desperately and they so clearly understand the thoughts needs and pains of the prospect and they know how the product solves those problems the first equation here is for increasing closing percentage and so if it's you that's selling or if it's a sales team that's selling it's the skill of sales multiplied by the extent to which you believe it is not yes i believe no i believe this number can be a hundred right and the thing is is that i believe that this number of conviction can grow far higher than what skill can give you you can be a very skilled salesman but let's say the skill of sales is one to ten right i'll put this on here so who can see it let's say your skills tails can be one to ten i believe that your skill your your beliefs around conviction can be one to a hundred right so even if your skill of sales is a two you could have a hundred belief and i guarantee you that you will close because people can sense whether you believe what you are telling them is true and they believe that what you are selling them is going to solve their problem right and so most people most sales teams most sales managers do not focus enough on this bubble which is conviction which is this part of the equation right if you think about what sales is it's fundamentally a transference of belief and so how can you how can you transfer an empty cup how can you transfer a cup that is only one third full into another empty cup and expect it to be over the threshold of the amount of belief that's required for a prospect to make a purchasing decision of course not right and so we still try and get the person to say a certain thing or pause in this way or have this tonality or this emphasis and that is important right and there's definitely a place for that you have to have the basis of sales in place but a much much bigger lever that is often and most underutilized or unutilized at all is the conviction or the extent to which the salesman believes in what they are selling and to what extent it can help solve the prospects problems all right and so that will influence the closing percentage of an individual or team the second piece is going to be the work ethic right so a lot of people have probably seen really good closers versus really bad closers based on their closing percentage but also total number of deals closed personally when you have somebody who has really high work ethic then they can make up for a lower closing percentage by having more activity so that means that they are following up with their pipeline faster they are following up more times right they are reaching out to people on their own in their own time to give themselves more opportunities and they can compensate for a lower closing percentage by simply having more at bats right and so if you think about the expert salesman as having these two things together which is you want to have a high closing percentage and you want to have lots of units sold all right and so there's three variables here you've got skill you've got conviction and you've got work ethic but conviction counts twice because if you believe that what you are selling is genuinely going to help people you will follow up faster you will fall more religiously you will follow up as though you were trying to help someone and so let me let me ask you this question as a is a good mental thought process if you could go back in time let's say you could go back in time five years and you could talk to yourself and say hey i want you to put a hundred percent of the money that we have right now mind you you couldn't tell the person that is you your past self that you are you in the future right so you you can't say anything like that but in this thought experiment and you went back in time and you said hey we've got this money in the bank account i want you to put 100 of money into this thing called bitcoin or hey i want you to put 100 money into something called amazon i want you put all that money into tesla or whatever right something that blew up over the last five years all right if you were to tell yourself that let's say you were talking to you and you were like um i'm good thanks right how many times would you follow up with yourself to get yourself to do that thing or do that action or make that investment a lot and it's because you truly believe that it would solve your prospects problem and you have pure conviction that what you are selling them the investment the opportunity that whatever it is is 100 going to work think about how you would approach that how many times would you follow up how how convicted would you be when you spoke would you even be focused on the skill of selling or would you be focusing on how true what you say is and if you can make that perspective shift and if you're a sales manager and you're trying to manage a sales team i would implore you to focus way more of your time around the thing that counts twice in the equation of selling and creating great sales people which is the belief to which the extent the extent to which they believe what they are selling and to whom they are selling then boring with the with the uh the monotony of the skill which which don't get me wrong it is very important to sell there's lots of videos that you've probably heard where i talk about the skill of sales but i think when you when you rate this and you were in a forced multiplication standpoint i don't think that they are equated i don't think they are equivalent right and the the proof that i have in this is that if you look at every single religious you know movement you are selling something very hard to sell which is a completely new frame of view around the world the people who believe this many times they don't train them in the skill of selling they just get them to believe wholeheartedly in what they are selling right and so if your salesman and your sales team are not drinking the kool-aid quite literally of the products that you sell or the services that you sell then that is your problem not whether or not they are clarifying the problem the beginning now they should because they should be listing and they should believe they want to should make sure that the the prospect is is going to be best served by this right but big picture if you fix this everything else will happen and i'll tell you this is the one last story around this if you believed wholeheartedly in the the solution that you are selling would you not then spend lots of time honing your skill probably because you would want to help more people because you believe in the thing that you were selling them right you would you not if you believe in this thing wholeheartedly follow up with as many people as possible be quick to respond because you know how much it's going to change their life probably and so i think that just like simon sinek says start with why i believe that the skill of sales is fundamentally a transference of belief and we do need to start with why for salespeople because it is not a question of whether or not they believe it is an ext it is the question of to what extent do they believe and if you can get that to 100 you will never have problems selling ever again so hope you found this valuable click subscribe lots of love and i'll see in the next video