{"id":583,"date":"2013-10-27T15:12:13","date_gmt":"2013-10-27T15:12:13","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=583"},"modified":"2013-10-27T15:17:00","modified_gmt":"2013-10-27T15:17:00","slug":"when-youre-a-believer","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/when-youre-a-believer\/","title":{"rendered":"When You&#8217;re a Believer"},"content":{"rendered":"<p><span style=\"font-size: small;\">Some broadcast account executives have a misguided understanding of why they conduct CNA&#8217;s, Customer Needs Analysis.<br \/>\n<\/span><span style=\"font-size: small;\">The purpose of a CNA goes beyond simply discovering your prospects&#8217; unique competitive advantage and uncovering their objections so you can overcome those objections in your presentation.<br \/>\n<\/span><span style=\"font-size: small;\">The deepest purpose of your CNA is to uncover your prospects&#8217; beliefs&#8230;.their deeply held emotional beliefs. And once you&#8217;ve accomplished this, your mission is not to try to change those beliefs, but rather to find a way to make your proposal align with and compliment those beliefs.<br \/>\n<\/span><span style=\"font-size: small;\">Far too many reps try to counter their prospects&#8217; objections with logical arguments when in reality they need to dig deeper to unveil the belief at the root of that objection. Emotions are seldom trumped by logic.<br \/>\n<\/span><span style=\"font-size: small;\">In fact, most people will only seek or accept the logic or reasoning that justifies their previously-held beliefs.<br \/>\n<\/span><span style=\"font-size: small;\">Marketing masters have developed the art of demonstrating how their proposal meshes perfectly with their clients&#8217; beliefs.<br \/>\n<\/span><span style=\"font-size: small;\">Contact \u00a0<span style=\"color: #ffffff;\"><a title=\"mailto:peter@wensmedia.com;angela@wensmedia.com?subject=How%20our%20Becoming%20a%20Master%20Questioner%20Sales%20Workshop%20can%20help%20me%20get%20to%20the%20root%20of%20my%20prospects'%20beliefs\" href=\"mailto:peter@wensmedia.com;angela@wensmedia.com?subject=How%20our%20Becoming%20a%20Master%20Questioner%20Sales%20Workshop%20can%20help%20me%20get%20to%20the%20root%20of%20my%20prospects'%20beliefs\" target=\"_blank\" shape=\"rect\"><span style=\"color: #ffffff;\">peter@wensmedia.com<\/span><\/a>\u00a0\u00a0<\/span>to inquire how our Becoming a Master Questioner\u00a9\u00a0Sales Workshop can help your group get to the root of their prospects&#8217; beliefs and build sustainable long-term partnerships<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Some broadcast account executives have a misguided understanding of why they conduct CNA&#8217;s, Customer Needs Analysis. The purpose of a CNA goes beyond simply discovering your prospects&#8217; unique competitive advantage and uncovering their objections so you can overcome those objections in your presentation. The deepest purpose of your CNA is to uncover your prospects&#8217; beliefs&#8230;.their [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-583","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>When You&#039;re a Believer - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/when-youre-a-believer\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"When You&#039;re a Believer - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"Some broadcast account executives have a misguided understanding of why they conduct CNA&#8217;s, Customer Needs Analysis. 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