Alex Hormozi: 1 SIMPLE mental technique that will SKYROCKET your sales...

The video discusses a mental technique called the belief continuum that can increase sales by understanding the needs of prospects and having conviction in the product being sold.

This video by Alex Hormozi was published on Jun 23, 2021.
Video length: 08:25.

The video is about a mental technique that can help increase sales by understanding the belief continuum.

The speaker explains that belief is not a binary question, but a continuum, and the extent to which a salesperson believes in their product can significantly impact their sales. The video also emphasizes the importance of understanding the needs of prospects and having conviction in the product's ability to solve their problems.

The speaker also discusses the role of work ethic in sales and how it can compensate for a lower closing percentage.

• The belief continuum is a concept that can increase sales.
• The equation for increasing closing percentage is the skill of sales multiplied by the extent to which you believe in the product being sold.
• Work ethic can compensate for a lower closing percentage by having more activity.
• The key understanding shift is to educate salespeople around the prospect and their problems, not the product.
• Understanding the needs of prospects is key to having conviction in the product being sold.

1 SIMPLE mental technique that will SKYROCKET your sales... - YouTube

The Belief Continuum

• The belief continuum is a concept that can increase sales.
• Belief is not a binary question, it is a continuum.
• Understanding the needs of prospects is key to having conviction in the product being sold.
• Most sales training should focus on educating salespeople around the prospect and their problems, not the product.
• Conviction is a much bigger lever that is often underutilized in sales.

The Equation for Increasing Closing Percentage

• The equation for increasing closing percentage is the skill of sales multiplied by the extent to which you believe in the product being sold.
• Conviction counts twice in the equation because it influences work ethic.
• Belief can grow far higher than what skill can give you.
• People can sense whether you believe what you are telling them is true.
• Transferring belief is fundamental to sales.

The Importance of Work Ethic

• Work ethic can compensate for a lower closing percentage by having more activity.
• Following up with the pipeline faster and more times is an example of high work ethic.
• Expert salesmen have high closing percentage and lots of units sold.
• Conviction counts twice in the equation because it influences work ethic.
• Believing that what you are selling is genuinely going to help people will make you follow up faster and more religiously.

1 SIMPLE mental technique that will SKYROCKET your sales... - YouTube

The Key Understanding Shift

• The key understanding shift is to educate salespeople around the prospect and their problems, not the product.
• Successful businesses often happen from somebody who suffered from a pain and then went to solve it for themselves and then ended up solving it for other people.
• Most salespeople don't even listen to the prospect at all and simply want to deliver their pitch.
• Understanding the thoughts, needs, and pains of the prospect is crucial to having conviction in the product being sold.
• Most sales training should focus on educating salespeople around the prospect and their problems, not the product.

The Belief Continuum

• Imagine going back in time and convincing your past self to invest in something that would blow up in the future.
• You would follow up with yourself multiple times to convince yourself to make the investment.
• This is because you truly believe that the investment would solve your problem.
• Having pure conviction in what you are selling is crucial to increasing sales.
• Focus on the belief to which the extent they believe what they are selling and to whom they are selling.
• If your sales team is not drinking the kool-aid of the products or services you sell, then that is your problem.

The Skill of Sales

• The skill of sales is fundamentally a transference of belief.
• Start with why for salespeople because it is not a question of whether or not they believe, it is the question of to what extent do they believe.
• If you can get your sales team to believe wholeheartedly in the solution they are selling, they will spend more time honing their skills and following up with prospects.
• The skill of selling is important, but it is not equivalent to the belief in what you are selling.
• If you fix the belief continuum, everything else will fall into place.
• Focus on the belief to increase sales and create great salespeople.

Watch the video on YouTube:
1 SIMPLE mental technique that will SKYROCKET your sales... - YouTube