Plain and simple.

The number 1 dominate driving force for all humans is Certainty.

This also happens to be the #1 Dominate Buying Motive for all humans.

Here is why.

The brain is an 6 million year old computer designed to keep us alive. It is hard wired for survival. 

We will also prioritize a threat over an opportunity gain.

We must be certain, if we go after what we want and desire…that we will be safe doing so.

All major objections first boil down to logistical objections that must be solved. Once we solve that and there is still an objection, we must handle them as fear based objections.

All fear based objections funnel down to this question.

“ If I buy this, am I still going to fail?”

Or

“ If we invest in this, are we still going to fail?”

When I coach clients and sales teams, we first have to understand the 3 Levels of Certainty.

Not Certain
Overzealous Certainty – not believable 
Resolve – the highest level of certainty.

Think of Superman when he shows up to the scene of chaos.

He is 100% certain he can solve the problem at hand. He isn’t over posturing, frantic and nervous.

Think of it another way…

If I asked you “ Do you know how to tie your shoes?”

You would say “ Of course I do Nick”

That’s resolve.

If you’re a sales professional or someone running a sales team.

Are you taking notice of this? Are they 100% certain in the product, service, the onboarding experience, the deliverables, the coaching, the program?

Do they convey that throughout the sales process? And remember the onboarding experience is an extension of the sales process.

Do you or they know the proper introduction techniques to disarm prospects and build rapport, know, like and trust?

Are you/ they charismatic and displaying Power, Presence and Warmth ?

Certainty is the catalyst that turns attitudes into action.

You cannot succeed in sales without knowing how to give certainty to your leads and prospects.

If the answer is NO to those above questions.

NLP – Neuro-Linguistics Programming injected into your sales process can help.

I’m certain I can help you or your sales team learn these processes, everyday of the week, twice on Sunday. 😊

Happy Selling

– Sales Coach Nick