Many people make this serious mistake; they sell anything including what they do not believe in. The current high rate of unemployment across the globe has made people less mindful of the kind of job they get as long as they get one. Because of the desperation to get a job, individuals can work in any environment even if it demeans their humanity and oppresses their dignity. This is why people are oppressed by their employers and they do not quit because they fear that they might not get any other job upon quitting the unfavorable environment.

The same case applies to sales jobs. As the unemployment menace continues, people find themselves taking any kind of a sales job that sells anything even what they cannot buy. You cannot sell what you cannot buy. Some salespeople sell insurance and they do not believe in the whole idea of insurance. If you ask them, “Do you have any insurance policy for your family or your life?” 90% of salespeople will say no. They only sell insurance to get money. This means that 90% of salespeople do not have any sense of purpose as they work.

The same applies to all other industries. You will get salespeople selling books and they are not readers. They are selling books that they have never read. Other people sell loans and they do not believe in debt as good leverage for financial and business growth. This is very dangerous.

When I left campus, I took a job as an insurance salesperson as I pointed out earlier. The problem is that I did not believe in insurance. I was broke but even if I had the money, buying insurance was not something I could have done. Even today, I do not buy insurance policies unless it is legally mandatory. This is why I never had the internal drive to go out and sell. In return, I made zero sales and got zero commissions. When I started selling educational materials, my revenues surged and I went from being hell broke to making 6k in just 5 minutes. This is the power of belief.

Many salespeople are like I was. 90% of salespeople are in the wrong industries because they do it just for the money. The problem is, the more you work for money, the more money evades you. These people try to do anything to make sales and they end up becoming pushy and desperate. Did you know that when you try to make a desperate sale the prospects notice? Oh yes! They do. The best kind of sale is the one you never have to make. The prospect notices that you are only after their money when you are desperate.

When you sell a product that you cannot buy, you lack confidence and you will normally not close the sale. It is like trying to con people. Even when you try to explain the benefits to the prospect, they will notice by your facial expression and lack of passion that you are just after the money.

When I sell books and other educational materials, I usually have so much confidence because this is where my purpose is. Purpose produces passion and passion brings influence. It is this influence

that convicts the prospect to get your product. If you cannot influence your prospects, you will never close any sale.

Selling what you love to buy is extremely fulfilling because it produces a sense of purpose. It is this sense of purpose that brings the enthusiasm that gets the job done. It is important to distinguish between enthusiasm and being pushy. The two are similar but the attitude is different. Enthusiastic people show genuine interest in the sale while pushy people just apply force on the prospect. They will become emotional when the prospect objects. Pushy people never use logic because they allow their emotions to overwhelm them. Enthusiastic people will often acknowledge the objection of the prospect and use it to build their case to close the sale.

Selling what you believe in also gives you an inherent sense of confidence as you make the sale. It assures you that what you are selling is valuable. If you cannot see value in what you are selling, how will you show the value to the client? You become less convincing because you are also not convinced. To convince, you have to be convinced. Therefore, confidence is a product of believing not just in yourself but also in your product.

Many people only know the benefits of the products that they lack belief. Knowledge is only in the realm of the mind. Belief is in the realm of the heart. It is from the heart that conviction, passion, and influence come from. For example, who would convince you more to start a business, a professor of a business school who has never started any business, or an illiterate person who has had massive success in the business world? I know you

Know the answer; the latter would do a better job. The reason is, the professor is only talking from a realm of knowledge, and therefore, he lacks passion, conviction, and influence. The businessperson is talking from the heart because it is something they believe in. How do I know the businessperson believes in business and the professor doesn‟t? It is because we do what we believe. If the professor believes in business, he would have found a way of starting one. This means that the professor is only in the business school to make money and not because he believes in the whole idea of business.

When a salesperson is like a professor, they cannot get the passion, conviction, and influence to convince the prospect to get the product. It does not matter how much knowledge you have about the product or the sales process, all of it is in vain if you do not believe in your product. The foundation of every sale is to have a deep belief in what you are selling. Everything else is secondary.

The first step to making this adjustment is to identify what you love to buy. What do you love to use? What do you find yourself buying when you have extra money? You may notice that you love buying beauty products because you love looking good. You may notice you love to buy movies or computer games. You may notice you love to buy certain food products, real estate, books, cars, etc. You may also notice that you love to go to the movie theatres or to swim. Whatever your passion is, just identify it.

After you identify what you love to do and what you deeply believe in, find a way to sell that product or product line. If you

love and believe in it, you will have passion when selling it. If you love it but you do not believe in it, do not try to sell it. Some people smoke but they do not believe that smoking is good. Although they love to smoke, they do not believe in smoking. Therefore, it is possible to do something without believing in it. Only sell what you believe in.

If you can make this adjustment, your sales career will skyrocket. As we said, this is the foundation of all success. It will give you leverage in your sales career. You will find doing sales very interesting and fun. I love selling because I sell what I consume every day; knowledge. This is why I sell more than almost everybody else. If you fail to make this adjustment, you will struggle to sell all your life and you will hate sales. You will say that doing sales is hard and it is not. It only depends on how you see it. Believe in your product and you will succeed. Fail to believe in your product and you will fail terribly.