Will you fight for your beliefs?

In my most recent blog post for Builder News Magazine, I discuss William James’s idea of “hot beliefs” (those we are passionate about). Sales professionals who lack heat in their beliefs also lack intensity and passion in their sales presentations. The sweet and spicys lack intensity, but the habañero hots are extremely intense in their beliefs.

Sweet & Spicy—I have no opinion.

Green Pepper—I believe, but would not go toe-to-toe.

Garlic Pepper—I would argue, but back down after a few rounds (it’s not worth the trouble).

Chipotle Pepper—I would argue, but back out when it got heated.

Pepper—I would FIGHT and stand.

Habañero—I would go down swinging.

On a recent sales call, my prospect said, “Now how do I know that this wasn’t just an awesome sales presentation? How do I know this is going to work?”

Since I was hot in my beliefs (I’m talking habañero hot) that my training works and is worth every penny I charge, I stood when my prospect challenged me. I told her that every single thing I do is related to selling—every weekly call, every video lesson, everything. “In each interaction, I’m trying to convince my audience that if they do what I tell them to do, they will be more successful. It’s the transference of beliefs,” I said.

Are you as likely as I am to fight to transfer your beliefs to your prospects?

Here’s your assignment:

Consider an issue you feel highly passionate about personally, professionally, or politically.

Would you face confrontation, argue counterpoints, and stand and fight for it?

Would you go down swinging to convince a person that your side of the belief is right?

Rate the intensity of your belief on the scale above.

Now consider your intensity over the following statements:

I believe that my home is the best option for my prospects.

I believe that my client’s best decision is to buy with me today.

What is the gap (if any) between this score and the score for your “hottest” belief?

Critical thinking questions (feel free to share your thoughts in the comments):

What would happen to your sales if you could rank your belief in your homes a ten on the scale? How much more money would you make per year?

P.S. Learn about our new home sales training programs.