How To Get To KNOWING You Are Going To Succeed

TL;DR

Elevate from needing to knowing for sales success.

Transcript

hey it's coach Tom Ferry Welcome To Life by design your place online for ideas inspiration and how to stay in knowing like we talked about on Monday um if you remember that conversation we had on Monday I talked about you know these three different levels of energy that sales people deal with you know the the needing energy I need a deal the wantin... Read More

Key Insights

• Tom Ferry emphasizes the importance of the 'knowing' state in sales, suggesting it is the key to success, as opposed to the 'needing' or 'wanting' states.
• Preparation is crucial in achieving the 'knowing' state. It involves thorough practice, understanding objections, and being well-informed about market programs.
• Confidence stems from knowledge, while ignorance breeds fear. Being prepared with facts and strategies instills confidence in salespeople.
• Energy plays a pivotal role in sales, with the transference of energy being key. The person with the most energy and commitment usually influences the outcome.
• Salespeople are encouraged to harness their energy positively, ensuring they are passionate and energetic during presentations to influence prospects.
• Ferry shares personal experiences of fluctuating energy levels, emphasizing that preparation and energy management can elevate one's sales game.
• He challenges salespeople to adopt a 'knowing' mindset for a week, promising extraordinary results and valuable lessons.
• The video's core message is that strategy matters, but passion and the right energy are crucial for winning in sales.

Questions & Answers

Q: What are the three types of energy in sales according to Tom Ferry?

Tom Ferry identifies three types of energy in sales: needing, wanting, and knowing. The 'needing' energy is desperate and ineffective, while 'wanting' indicates desire but lacks certainty. The 'knowing' energy, however, is confident and assured, leading to success. This state is achieved through preparation and energy management.

Q: How does preparation contribute to the 'knowing' state?

Preparation is fundamental to achieving the 'knowing' state as it builds confidence. It involves practicing presentations, understanding objections, and being informed about market programs. This knowledge equips salespeople with the confidence needed to approach prospects effectively, reducing fear and uncertainty.

Q: Why is energy important in sales according to the video?

Energy is vital in sales because it is transferred from the salesperson to the prospect. The person with the highest energy and commitment is usually the most influential. Maintaining high energy levels and passion during presentations can significantly impact the prospect's decision, making energy management crucial.

Q: What personal experiences does Tom Ferry share about energy levels?

Tom Ferry shares that he has experienced fluctuating energy levels throughout his career, including times of low energy when starting his company. He emphasizes that preparation and energy management are key to overcoming these lows and elevating one's performance, even in challenging situations.

Q: What challenge does Tom Ferry present to his audience?

Tom Ferry challenges his audience to adopt a 'knowing' mindset for seven days. He encourages them to commit to this confident energy state, believing they are the right person for the job. He promises that this approach will lead to extraordinary results and valuable lessons during the week.

Q: How does Tom Ferry define confidence in the context of sales?

In the context of sales, Tom Ferry defines confidence as stemming from knowledge. Being well-prepared with facts, understanding objections, and knowing market programs instills confidence in salespeople. This confidence allows them to approach prospects assertively, reducing fear and increasing the likelihood of success.

Q: What is the core message of the video?

The core message of the video is that while strategy is important, passion and the right energy are crucial for success in sales. By achieving a 'knowing' state through preparation and energy management, salespeople can enhance their performance and influence prospects more effectively.

Q: What does Tom Ferry mean by 'knowing' energy?

Tom Ferry's concept of 'knowing' energy refers to a state of confidence and certainty in one's abilities and prospects. It involves being well-prepared, informed, and passionate. This energy allows salespeople to approach situations with assurance, positively influencing outcomes and leading to greater success in their endeavors.

Summary & Key Takeaways

• Tom Ferry discusses the importance of achieving a 'knowing' state in sales, which involves confidence and preparation. He contrasts this with the 'needing' and 'wanting' states, which are less effective.

• Preparation and energy management are key to reaching the 'knowing' state. Salespeople should be well-prepared with knowledge and approach prospects with high energy to influence outcomes.

• Ferry challenges viewers to maintain a 'knowing' mindset for a week, promising enhanced performance and learning opportunities. He emphasizes that passion and strategy are crucial for success.