Do you believe in Santa Claus?

There is an old adage that goes something like, 'They don't care how much you know, until they know how much you care.' I guess some sales guy who hasn't sold a product without the help of a PR Firm and a marketing campaign thought that was a clever phrase to say when addressing a group of other salespeople at a convention or something. (By the way, the great Josh Haddon is available for any speaking events.)

There is another adage that says, 'The hardest door for a cold calling salesperson to open is the car door.' This one is discussing how even good salespeople fail because they dread cold calling, so they waste time or 'drive around' all day instead of prospecting.

For every hundred or so of these catchy phrases I read, I appreciate about one of them. Let's take a look at theses two:

Wouldn't actually CARING about your customers mean that you believed in your product so much you would stop at nothing to tell them about it? I always tell my salespeople that I will give them a reference for any career on the planet if they resign, and tell me it is because they don't believe in our product.

The number one rule of being a top Sales Professional is to believe in what you provide to your customers. So if one of these quoted sales guys would just say, "BELIEVE IN YOURSELF AND YOUR PRODUCT OR MOVE ON." We wouldn't need cute little adages like the ones above.

If you believed in yourself and your product you would:

(I encourage you to make your own list of what you would do differently if you truly believed in yourself and your product)

-Not hit the snooze button when your alarm goes off.
-Seize everyday as a chance to help others and be the best you can be.
-Tell everyone you know that could benefit from it, about your product.
-Start early, leave late.
-Use the product yourself.
-Receive a testimonial, written or videotaped, from everyone customer you have.
-Be happier than you could possibly imagine.
-ETC...

I CAN sell anything and HAVE sold everything. In the last decade I've been in the best on every team I was on, no matter what the product was. However, sometimes I was only the best by one or two units a month. The times when I have blown the rest of my team out of the water, were the times when I truly believed in what I was selling. If my mentor has said it once, he has said it one thousand times - 'We transfer belief for a living.' Maybe he knew how genius that really was. If don't have belief, you have nothing to transfer.


I'll leave you with a fun little adage my Mom used to say to us every December when we were kids, 'If you don't believe, you don't receive.' I thought sales is like Halloween, but I guess it is also like Christmas. Hmm, life is a sale.