When You Uncover Your Why, You Uncover Your Way, And This Creates Self-Confidence.

“If we want to feel an undying passion for our work, if we want to feel we are contributing to something bigger than ourselves, we all need to know our WHY.”

Simon Sinek

What is your why?

To build trust, you must bring your authentic self to your clients and future clients.

Question becomes, how do you discover your authentic self?

Discovering your WHY is the best and fastest way to get a window into what makes you tick.

We have a choice in how we show up. Whether this be in sales, or in life; there are choices.

Some of you will show up because of what you do. You will measure your success by what you sell, how well you sell it, and how many clients you secure.

Some of you will show up because of how you do what you do. Your success is measured in the quality, depth and meaning of your client relationships.

Lastly, some of you will show up for a definite reason. You have a cause that drives you, a belief that inspires you, and a mission that motivates you.

"Find what fuels you. Live there. Grow there. Love there."

R.M. Drake

YOUR WHY

Simon Sinek said it best, "Our goal is to surround ourselves with people who believe what we believe."

Let's apply this powerful quote to your client base.

Do your clients believe what you believe?

Does your vision and values align to theirs? How would you know?

This all starts to make sense when you uncover your WHY.

Your WHY is a statement of purpose. It describes why you do the work you do and why you live the life you do.

Your WHY...

It is your calling
It is what makes you come alive
It is your mission statement
It is a vision of your life and work
It is your core source of motivation

When you uncover your WHY, you then will be able to clearly and with confidence articulate who you are and understand WHY you do everything you do.

When it comes to your career, uncovering your WHY will lead you down the right path.

When it comes to your clients, sharing your WHY will lead to rich and more meaningful relationships. And isn't this what you want?

MY WHY

I would be remiss if I didn’t share my WHY with all of you. When I uncovered my WHY and started to reflect upon it, it brought chills to my arms.

My WHY... I believe that success happens when I contribute to a greater cause.

My WHY was in plain sight. It is why I started the Selling from the Heart podcast. It is why I wrote Selling from the Heart and it is why I am creating a heart centered movement within the sales profession.

Unpacking your WHY creates the building block to self-confidence.

YOUR WHY BECOMES THE CONFIDENCE GLUE

Sales, it's hard. It’s not for the weak at heart. It requires a laser focused mindset to really be successful.

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.”

Dale Carnegie

One often overlooked factor to becoming a great sales professional is confidence. The confidence and believability you have in yourself. Therefore, the road to discovering your why is mission critical to your career.

You must believe in yourself first

How much of what you will achieve in sales, depends on how much you believe in your abilities.

How many of us, me included, often lack self-belief during the times when we need it the most?

Insecurities in times of uncertainty and doubt, make us believe we are not capable of achieving whatever it is we have set out to do.

Sales professionals have the confidence to take risks that sales reps try to avoid.

CONFIDENCE IS CRITICAL

In research conducted by Steve Martin for his book, "The Sales Strategy Playbook, The Ultimate Reference Guide to Solve Your Toughest Sales Challenges.", his goal was to understand what’s really on customers’ minds.

I would like to bring you to two questions he focused on...

What are their perceptions of the salespeople they meet, and how do they ultimately choose between them?

Only 31% of salespeople converse effectively with senior executives
54% of salespeople clearly explain how their solution positively impacts a customer’s business

Startling, isn't it?

How much do you believe that a lack of confidence played a significant factor with these percentages?

How can your clients or future clients trust you if you don’t communicate like an expert?

Increase your confidence by:

Valuing yourself
Finding your passion
Changing your mindset
Uncovering your WHY

Sales is about accomplishing a transfer of confidence.

BUILD CONFIDENCE, INVEST IN YOURSELF

When you uncover your why, you uncover your way!

Hands down, investing in yourself has one of the best returns on investments. A true sales professional takes responsibility in developing their gifts and talents, to best serve their clients.

You must love yourself before you can expect your clients to love you.

Look in the mirror and repeat after me...

I'm worth it
I'm of value
I will create the best version of me
I know my WHY

Then repeat, repeat and then repeat some more...

I am a value creator

Investing in yourself, it sends a powerful message not only to you but to the business community. When you’re willing to say 'YES' to confidence and invest in yourself, your clients and future clients will provide you with amazing rewards.

BUILD CONFIDENCE, BUILD THE REAL YOU

Uncovering the real you is scary, but well worth the journey. You must get real and radically honest with who you really are.

Rip off the mask you're wearing. You can't wear the mask forever. It gets old and eventually it will destroy your authentic self.

Be the real you, not an imposter. Lord knows, there are enough empty suits running around the sales world.

Be yourself and quit trying to be someone else

I challenge you both personally and professionally in these 5 areas:

Seek to become an expert
Consistently crave feedback on YOU
Become radically honest with yourself
Create a morning ritual
Uncover your WHY

YOUR HOMEWORK: UNCOVER YOUR WHY AND BUILD YOUR CONFIDENCE

It is all about uncovering your WHY as you marry it with your HOW and WHAT.

My WHY is making a difference in the lives of others by supporting & contributing to their success which leads to a greater cause.

HOW I make this happen is by clarifying information so it’s understandable for others. This allows them to make better decisions and move in the right direction to best suit their needs.

WHAT I ultimately bring are solutions that you can trust and count on wrapped inside a trustworthy relationship.

I will ask all of you to think about the word TRUST... in a sales world sorely lacking it, can unpacking your WHY become the catalyst to you confidently building a long lasting and sustainable sales career?