Do you take advice from someone you don’t believe in – neither do prospects!

Potential clients feel new ideas or solutions are unproven and unpredictable.  To them, you are unknown, so your company track record is unconvincing.  At this stage, pitching the solution falls on deaf ears.  Your prospect is preoccupied looking for signs of credibility – are you believable and trustworthy?  When practical change is afoot, people buy into the CEO and the vision before purchasing the product.  Obtain their confidence in you ahead of selling your answer to their problem.

Imagine trying to change and falling short.  Missing creates unpleasant consequences – sadness, regret, or worse.  Respect and approval in the eyes of others are lost.  On the other hand, who wants to look worse tomorrow than today?  So, everyone wavers between the risks and the rewards of change.  We understand good results and gains are just possibilities, not certainties.

All worthy changes come out of confidence.  We believe the gains are far better than the risks.  Fears of giving up, going backward, or the unexpected is held in check.  Who inspires this belief?  The CEO or founder because of who they are, their knowledge, and their understanding.

Belief in the CEO activates motivation to put rewards before risk.  As a result, the potential client takes the plunge into their journey to change.

Are you pondering the thinking behind this post?  Engage with your point of view at converse@marketenabledsales.com