Hey, Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes.
Henry Ford was the founder of The Ford Motor Company in 1908, currently the fifth largest automaker in the world.
Among the lessons from his legacy, the most crucial quote is:
"Whether you think you can, or you think you can't--you're (probably) right."
Many of the best-selling founders I work with didn't start that way.
They sounded awkward and avoided anything sales or selling.
They weren't comfortable learning a new skill.
It makes sense.
Sales is a skill that you learn the hard way.
While a sales trainer (like me) will help shorten the learning curve.
You still have to put in the reps with buyers.
It's daunting and can be mentally quite taxing.
Therefore, many fall back into a place of comfort.
And this is where Henry Ford's idea comes to life.
The best-selling founders accept that what they believe will impact their ability to close deals.
Their first deal feels like an accident.
The second a mistake.
But when they keep going, the 30th and the 50th deals start to feel practice, maybe even typical.
These founders started to believe they could sell and that people wanted to buy from them.
When the 100th deal comes along, these founders are experienced veterans.
They no longer worry about what the buyer will think of them, whether they will look awkward in the meeting, or whether they will use the wrong words at the wrong time.
Because ultimately, none of that matters.
All that matters is:
- Does the buyer have a problem you can help with?
- Is there a compelling reason to make a change NOW - compared to delaying the change?
- Is there a compelling reason to buy from you - instead of alternatives?
If you want to know why these three questions see here
Once sellers can help buyers answer these three questions, nothing else matters.
Once selling becomes so natural, you'll run the process on auto-pilot.
That is when you will believe you can sell.
And paraphrasing Henry Ford's idea:
"Whatever you believe - you're probably right."
Until next week,
Scott Cowley
PS Apologies, this is 24 hours late. Some family complications delayed the newsletter for a day.
PPS Looking for the backlog? You can find it here.
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