All posts tagged: belief

Recruiting and Religion

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Scott's Monday Morning MessageRecruiting and religion share common ground—both require a reason to engage, a belief in what’s being offered, and a conversion experience.

Without a reason to fully engage, an individual is transient, easily swayed the next time something else catches his attention. He needs a reason to believe, be it in the spiritual practices of the religion, or in the promise a new job or assignment may hold.

When there is no belief, he is an imposter, only going through the motions. He may do this to placate a spouse who grew up with those religious beliefs, just as he may do in interviews, acting the part by answering questions, yet, only posing as a viable candidate, wasting the time of the hiring authority.

Without conversion, he becomes a spectator, appearing engaged, but never being fully committed. He will sit and listen to the minister, teacher, or imam, but he is only watching, not fully giving himself over to the experience. After appearing like a viable candidate who interviews well, he will decline an offer for an assignment or full-time job, resisting conversion to a new employment direction.

Redemption occurs when reason and belief lead to conversion, delivering him from previous circumstances into an opportunity for better conditions. The convert has a community and belief system to guide him towards an improved life experience. The candidate turned employee or contractor can now pursue a path that can provide more mental, emotional, and financial fulfillment each day.

While serving different purposes and varying audiences, religion and recruiting employ similar paths to move people to commit to something different or new. For that to work, it’s our job to ensure that reason, belief, and conversion are all present, otherwise, the only outcome will be wasted time and effort.

Religion and Recruiting

Scott WintripRecruiting and Religion
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What Donald Sterling Can Teach Us About Selling – Scott’s Sales Yoga Thought for the Day

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While bigots are a thorn in the side of society, they can teach us valuable lessons.

Take Donald Sterling, owner of the Los Angeles Clippers basketball team in the United States, as an example. After his racist comments were revealed on tape he thought it prudent to be interviewed by CNN’s Anderson Cooper to try and clean up his own mess. Rather than rehabilitate himself, he dug his self-made hole even deeper as he reinforced his deep-seated racism. This included comments about Jews versus African-Americans:

“That’s one problem I have. Jews, when they get successful, they will help their people, and some of the African-Americans…maybe I’ll get in trouble again…they don’t want to help anybody,” Sterling said.

Cooper asked, “So are you saying that African-Americans don’t contribute to African-American communities as much as Jewish people…”

Sterling cut Cooper off and snapped back.

“There’s no African-American…,” he said, raising his voice. “Never mind, I don’t know, I’m sorry. You know, they all want to play golf with me. Everybody wants to be with me. I’m easy. I’m fun.”

Sterling’s not so shining example does have a powerful message―underlying beliefs and philosophies drive everything we do and say.

When selling, if your salespeople don’t believe in what they sell or that it’s worth high margins, this will show up in their conversation, no matter what words they say. But if they believe in the value you provide, how it will greatly benefit the customer, and that it’s worth your full fee or margin, the customer will feel that belief.

While Sterling’s values are not something to be proud of, the value you deliver is worthy of immense pride. What your salespeople believe and think always shows up no matter the words they say. Sterling shows us that you can’t outrun your own beliefs and philosophies.

Find out this week on GAIN. Not a member? Learn more.

Scott WintripWhat Donald Sterling Can Teach Us About Selling – Scott’s Sales Yoga Thought for the Day
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Belief Rolls Down Hill – Scott’s Sales Yoga Thought for the Day

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Many things, including a well known four-letter word, roll down hill: attitudes, actions emulated by subordinates, and beliefs, to name a few. Of these, beliefs are the most powerful and do the most help or cause the most harm. What you believe becomes what you receive.

Salespeople who are doubtful about the value of what they sell have customers who more vehemently push back, demanding concessions and price reductions. They become those dreaded people who want to pay the least but end up demanding the most of your time, energy, and efforts.

Salespeople who practice an active belief in their tremendous value find they can more easily push through the push-back, enrolling buyers as willing participants in a collaborative sales process that meets their needs while reciprocally rewarding the salesperson and their company. Everyone prospers.

You can’t easily think your way into a new way of acting, but you can act your way into a new way of thinking. The quickest way to change your beliefs, and, by extension, those whom it will roll down hill to, is to act the part. Behave as the person who unwaveringly believes in the value you provide, and you become that person. Buyers will find this very becoming as they find it much easier to buy into the value you are selling.

My new book, Sales Yoga: A Transformational Practice of Opening Doors and Closing Deals, can now be pre-ordered at a 20% discount.

Scott WintripBelief Rolls Down Hill – Scott’s Sales Yoga Thought for the Day
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