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.