Last week, we talked about how “Everything flows from culture, and culture is everything.” This week’s theme, “you are in the belief business,” caught my attention in Chris Lytle’s book, “The Accidental Sales Manager,” which I also recommend to your reading list if you have not yet read/listened to it. It is available on Audible and Kindle.
This week, we will look at “you are in the belief business” from three directions. First, I add my own twist to what I thought Chris was trying to get across. In order to influence your salespeople, it helps to understand your salespeople’s beliefs. You need to know what you are working with. Second, we share an article from the web that covers the importance of five beliefs that successful salespeople need to believe in. The third article is from one of your peers comparing the importance of beliefs in brands and leadership.
Our last article is from a fellow trusted marketing advisor on Social Selling.
Whether you think you can, or whether you think you can’t, you’re right.
Can My Salespeople Do What I Ask (or Tell) Them to Do?
by David Wuensch
Salespeople can seem quite stubborn, can’t they? You need more sales. You need your salespeople to do their jobs so your company can grow. Do you ever get frustrated because it does not seem they are following your lead?
There can be multiple issues here, but as your company’s “sales manager,” one of the issues is that you are in the belief business….
People, regardless of whether they are functioning as consumers, fans, enthusiasts or community members, expect brands to act as leaders. You see, brands make a promise to their target audience and that same audience expects them to keep their promise. Keeping promises is a leadership characteristic. In addition, brands are expected …
I learned how to best leverage LinkedIn for selling by attending David Wuensch’s LinkedIn Second Connection course. Now I am sharing his secrets and have even trained others on my recent Social Selling Webinar. While other networks, such as Facebook and Twitter, typically get the most attention when it comes to social marketing, LinkedIn provides the highest return on investment for B2B companies focusing on lead generation. ….
Two shoe salespeople were sent to Africa to open up new markets. Three days after arriving, one salesperson called the office and said, “I’m returning on the next flight. Can’t sell shoes here. Everybody goes barefoot.”
At the same time, the other salesperson sent an email to the factory, stating,”The prospects are unlimited. Nobody wears shoes here!”
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