It’s often said that in order to achieve great things, you must believe in yourself first. The idea of belief is ingrained in our culture, appearing in kids stories like the little engine that could and sports, with coaches building up athletes with pep-talks before big games. So where does belief stand in the work world? How necessary is it for employees to believe in what their company is doing?
For Andrew Bond, a talented Sales Development Representative at Knotel, having an understanding of your company’s product and goals, and a belief in the business is extremely important for being a good salesperson.
“I think it’s important to not only have an understanding of your company’s product or business, but really believing in it.”
Andrew graduated Wake Forest where he studied economics before launching his career at Yext in their sales training program, known for its intensity and success in truly training young sales reps with fundamentals. He was recently hired through Vettery’s marketplace for a position at Knotel, a start-up helping companies find customized HQ’s across multiple cities. At Knotel, Andrew says that establishing relationships is a really important aspect of his job and something he truly enjoys. It seems that in sales, as in most things, mindset matters.
The relationship rule
One thing that Andrew asks himself when thinking about sales is, would you tell your friends or family to use this product? He says, “If I personally wouldn’t want to pitch this to my own father, then it’s probably not a good fit.”
A product or service that you find useful, or that you might even use if you were the CEO of a company is something worth getting behind.
“I would much rather sell something that I see the benefits of - something that if I owned a business, I would want.”
The human touch
According to a Harvard Business School article, “other people notice the lack of belief but don't consciously know how to interpret it. They may think you don't trust them, or you're distracted, or the deal at hand is a fraud, or that you're just distant. But however you slice it, they won't feel a strong connection, because you'll be holding back.”
Humans are perceptive beings. Andrew says the more he learns, the more he realizes there is to learn. “I don’t have all of the answers, I’m just getting started, but I would say that just being a human is a great way to be a salesperson. Don’t be a sales machine.”
Side-effects of belief
Belief begins in the mind, but it also manifests itself physically in body language, tone of voice and facial expressions. Research suggests that, “even great liars can't fake it for very long; they always give it away somehow. Poker players call this a ‘tell’. It's how you know someone's bluffing. They may shift in their seat, play with their ring, or otherwise reveal a lack of sincerity.”
Plus, when employees believe in their company it often leads to higher commitment to goals, persistence in tough times and increased morale. One way founders can help build belief in their company is first by having a good product, but also creating a culture that is transparent by providing clear goals, feedback and building in opportunity for employees to ask questions.
As technology enables more people to connect with opportunities all over the world, it’s important to think about what you value and whether or not companies you’re interviewing with are on a mission you can get behind.